":■■'■■
mm
■
■"■■■•■•■••■-
m
m
■■■■'■'•'•■*
^^H SfiJ
mi
mra
H1WBL
HI
Hub
Hi
H "'lit
''IP
SsiP^i
Class tLEl£i3
Book^JsfcuLS
Copyright N° _ ______
C___RIGHT DEPOSm
Better Business Books
BETTER
BUSINESS LETTERS
BETTER
BUSINESS ENGLISH
BETTER ADVERTISING
By
JOHN M. MANLY
Head of the Department of Eng-
lish, The University of Chicago
and
JOHN A. POWELL
The Holtzer-Cabot Electric Com-
pany, Chicago
Three Volumes, Uniformly Bound
in Leatherette, Pocket Size.
Per Volume, $1.50
Better Business Books
BETTER
ADVERTISING
A Practical Manual of the Principles of Adver-
tising, Embracing Institutional and Direct
Advertising, Reason "Why and Human
Interest Copy, Elements of the
Advertisement, and the Make-
Up of Advertising Cir-
culars and Folders
BY
JOHN M. MANLY
Head of the Department of English
The University of Chicago
AND
JOHN A. POWELL
The Holtzer-Cabot Electric Company, Chicago
CHICAGO
FREDERICK J. DRAKE & CO.
PUBLISHERS
-2.
Copyright, 1921
By
FREDERICK J. DRAKE & CO.
Printed in U. S. A.
JUN 1 3 1921
©CU617344
I
L
PREFACE
There is a growing number of business concerns whose
advertising is cared for by someone who is also charged
with other and unrelated duties. Preparation of cur-
rent advertising matter is often committed to that mem-
ber of the office staff who can most conveniently combine
the task with a variety of other occupations. Thus it
often falls to the duty of someone with little or no
knowledge of, or previous training in, the principles
of advertising.
This book has been written with such an audience in
mind. It attempts to give the principles of advertising,
not in an abstractly scientific form, but in a form such
as will make them available for application to the daily
use and immediate requirements of those who feel the
need of guidance. And most persons, not regularly
engaged in such work, and suddenly confronted with
the duty of preparing copy for an advertisement or
a circular, feel the need of a compass to show them
the course they should follow.
The book confines itself to the writing of advertising
copy only, and does not discuss the technical features
of typography, of ornamentation, of illustration, or of
color printing. To include these subjects in the present
work would make it too discursive, and would tend to
destroy the object which the authors have kept before
them — of making it a handy manual for the inexperi-
enced. The related typographical and mechanical
PREFACE
branches of the subject of advertising are treated in
a separate volume in this series.
The attempt has been made to show as simply as
the subject permits that the successful writing of adver-
tising copy involves important scientific principles, and
that it is not a task that can be performed without pre-
vious thought and analysis. At the same time, it is
hoped that this has been done in a practical way, so
that the principles discussed can be applied to any situa-
tion likely to arise in the average business office.
The reproductions of advertisements, scattered
throughout the book, are intended to illustrate principles
discussed in the book, and should be studied in connec-
tion with the text. If this is intelligently done, this
book should serve its purpose as a manual for general
office needs in advertising.
The AuthorSo
TABLE OF CONTENTS
CHAPTER PAGE
I The Elements of Advertising 9
II Publicity, "Good Will," or "Institutional" Adver-
tising 16
1. The Part Played by Illustrations
2. The "Slogan"
3. Trademarks
III Direct Advertising 34
1. Analyzing the Article to Be Advertised
2. Analyzing the Market
3. "Style" in the Copy
IV The Advertisement Itself as a Whole 68
V The Kinds of Copy 87
1. "Reason Why" Copy
2. "Human Interest" Copy
VI The Separate Elements of the Advertisement 109
1. The Proper Sequence of the Elements
2. The Headline
3. The Body of the Advertisement
4. The Close
VII Commercial Literature for Advertising Purposes. .136
1. The Circular, or Booklet
2. The "Stuffer," or Small Folder
Index 151
BETTER ADVERTISING
CHAPTER I
THE ELEMENTS OF ADVERTISING
Fundamentally, the object aimed at in advertising
is to set in motion the interest and the imagination of
the reader, so as to bring him to the successive stages
of: (1) interest in the article advertised; (2) desire
for it; (3) decision to buy it; (4) action, i. e., actually
buying. Successful advertising is successful only through
accomplishing these ends.
Good advertising is, in plain words, the outcome of
the ability successfully to take advantage of, or to adapt
one's appeal to, the prevailing and customary mental
processes of a given class of persons. From the days
of the first professional trader that ever lived down to
the time of the latest representative of scientific sales-
manship, it has been known that the successful sales-
man must understand intimately the general laws of
human nature and the special workings of the minds of
the class or classes to whom he sells his goods. If this
were not true, experience would count for nothing in
salesmanship, and the first person picked up on the street
could be sent out without training as a salesman.
Until recent years, however, this general and special
9
10 BETTER ADVERTISING
knowledge of human nature and of the workings of the
human mind was acquired unsystematically and often
only half-consciously by individuals who, in many cases,
were so little aware of the knowledge that they pos-
sessed that they could not have told how they secured
results or have given any effective training or advice
to a beginner.
Of recent years efforts have been made to collect and
arrange systematically the facts and principles of human
thought and feeling that are concerned in buying, and
to express them simply and intelligibly. This systematic
knowledge is now commonly known as the psychology
of salesmanship. For the sake of brevity we shall use
the term psychology to cover these ascertained facts and
principles, as we refer to them in the succeeding pages.
What the mental processes of a certain class are likely
to be is taught us by psychology. And since a knowl-
edge of the mental processes of those to whom we would
sell something is the only means of determining how bes-t ^
to present the subject in a convincing and persuasive
manner, it follows that all successful salesmen carry
on their work with the laws of psychology as a basis.
Whether they do this instinctively or as a result of an
acquired knowledge is not material to this discussion.
But it is true, nevertheless, that psychology, which people
refer to either derisively or mysteriously, according to
the views they hold about it, should as a matter of fact
be to the business man — and especially to the adver-
tising man — tlte science, par excellence, which he ought
to study as a practical subject. He need not necessarily
approach it as a "science," nor study the causes of
the operation of the human mind, but what he should
familiarize himself with is the result of the investigations
which have already been conducted for him by scientists
THE ELEMENTS OP ADVERTISING 11
into the operation of the human mind. These will show
him what may be relied on as the probable habitual
mental reactions of given classes of human beings. If
he knows these, he knows what particular class to appeal
to when presenting any particular product through
advertising, and from them, too, he learns what form his
advertising appeal should take to be most effective.
Knowing these facts, he has more than half the battle
won in his attempt to produce good advertising copy.
Most writers on the subject of advertising copy tell
us in varying degrees of exhortation that, to be effective,
advertising must have " punch." If this word is to
be taken literally, then the advice is extremely mislead-
ing and ineffective. A reader of advertising will rarely
if ever be brought to the point of desiring to buy through
being given a "punch," even though the "punch" be
a mental one. Such advice is effective and to the point
only when the word is given that other meaning which
it possessed in the now past and nearly forgotten period
when a "punch" represented a grateful and pleasing
stimulant to the mental, if also to the physical, powers.
Only in the sense of a mental stimulant is "punch"
to be sanctioned in advertising.
The advertising man who has a knowledge of the
wants, the desires, the prejudices, the likes and dislikes,
the vanities, the disposition to self-indulgence, etc., of
those to whom he proposes to sell through advertising,
and who can adapt his copy to such a knowledge, is
the one who will sell. And since present-day advertis-
ing methods are based largely on this sort of knowledge,
we shall, as we proceed with our subject, draw largely
on what has been taught us by practical psychology,
without necessarily calling it by name.
In order that what we have just said may not be
12 BETTER ADVERTISING
regarded as merely an abstract discussion ; in order that
we may see how basically applicable to advertising are
the teachings of psychology, let us consider one concrete
and widely known example. There is probably no more
favorably known advertisement than the familiar pic-
ture of a terrier with his head expectantly tilted toward
the phonograph in which he hears "his master's voice."
Now, psychology teaches us that under certain con-
ditions the use of imagery carries an appeal that mere
logical argument could never achieve. Imagery may be
resorted to by means of either pictures or words. In
the case mentioned, the picture, accompanied by only
the very briefest words of explanation, achieves its pur-
pose by stimulating the imagination and, almost uncon-
sciously, giving rise to desire. Word pictures can be
made equally effective. But one must know when to use
them, how to paint them, and particularly, whom to
address them to. This may all be gathered from what
psychology has taught us.
What follows, therefore, is built on the foundation
of the teachings of psychology. Reference will seldom
be made to it, as such; but it may positively be said
that few rules could be given that would be of advantage
to the student of advertising methods if it were not
for what psychology, formal or informal, has taught.
But a mere abstract knowledge of the principles taught
us by psychology will not suffice to make a writer of
good advertising copy. He must be a salesman as well.
And the salesman is one who has personality and who
carries his personality into his sales talk.
Advertising is ' ' sales talk ' ' reduced to type. Scientific
principles must underlie any kind of successful sales
talk, but — and this is the important feature — the per-
sonality of the talker envelops the scientific features
THE ELEMENTS OF ADVERTISING 13
with his magnetism and personal qualities, his persua-
siveness, his knowledge of his subject, his very manners,
even. His talk is not cold and formal, but sincere and
warm and winning — with the psychological ingredients
so well mixed as to be invisible in the solution.
Advertising copy, then, is not to be thought of as a
mere formal announcement, not a mere listing of goods
with prices attached, not even as a formal solicitation
to buy, but as a talk from the prospective seller to the
prospective customer. No matter how highly educated
the seller may be, he does not talk to his customer in
the formal language commonly called "rhetorical."
He brings into his conversation all the elements that
will make it interesting. He avoids anything but
"homely" language, suited to the occasion. He talks,
he does not "converse." So should advertising be —
it must have the same warm elements of a conversation
that draws and interests by being human. An attractive
analysis of the proposition itself, accompanied by a
common-sense appeal which is based on a thorough knowl-
edge of the motives and instincts that actuate the aver-
age purchaser — that is the secret of good advertising.
In the course of what follows, we shall have occasion
to stress a good many principles which determine the
tone of the advertisement and the nature of its appeal.
Some of these may seem to be abstract and even technical.
Inasmuch as advertising is a science — or rather the prac-
tical application of principles derived from various
sciences — it is unavoidable that abstract principles should
be enunciated and referred to. But while studying the
abstract principles involved it is most necessary that
the student should not lose sight of the human element
needed in advertising, which it is indispensable to know
and to know thoroughly.
14 BETTER ADVERTISING
If it is borne in mind, therefore, that advertising is
— or should be — literally a sales talk (see, for example,
the argumentative "talk" in Fig. 2, or the "narrative"
example in Fig. 10), and that all successful salesmen
are successful because their methods are regulated by
well-known and well-established principles, the unavoid-
able discussion of principles included in what follows
will not repel the reader who believes in practicalities
rather than in abstractions. With a thorough knowl-
edge of principles, one may confidently construct the
framework on which may later be hung all the attrac-
tive garments that belong to one's verbal wardrobe.
It has been forcefully said that it is the business of
the copy-writer to attract the attention of the reader
away from the main body of reading-matter in a maga-
zine or newspaper and to divert it to his own message.
In any event, the copy-writer must consider himself as
competing with the story-writer or the news-writer for
the reader's attention. To be able to do this success-
fully, he must have at his command a skill combining
that of the trained writer, of the psychologist, of the
salesman, and of the artist, even though he may not
realize that he is employing these qualities. In the
course of his work, either consciously or instinctively,
he must be able to avail himself of qualities and of prin-
ciples drawn from each of these fields. To call some
of the involved qualities psychological, and others lit-
erary, etc., would be of no practical value. We can
afford to ignore abstract terms in working out what fol-
lows. If we know how to make advertising effective,
nothing else matters. We propose, therefore, to brush
aside all unnecessary technicalities, and to get down
at once to the root of the subject in a practical manner.
In what follows, we shall use the term " advertising' '
THE ELEMENTS OF ADVERTISING 15
to cover all branches of the subject, including copy for
actual advertisements in newspapers, magazines, trade
journals, etc., as well as for pamphlets, circulars, folders,
dodgers, "stuffers," etc. Basic principles underlying
all classes of advertising will first be discussed, to be
followed later by various suggestions applicable to spe-
cific lines.
For our present purposes we shall consider adver-
tising as falling within two great general classes: (1)
"good will" or "publicity" advertising, sometimes also
called "institutional" advertising; (2) "direct" adver-
tising, i. e., advertising which appeals directly to the
purchaser with the object of eliciting orders from the
purchaser to the advertiser directly and more or less
immediately. These two classes will now be considered
in the order mentioned.
CHAPTER II
"GOOD WILL," "PUBLICITY," OR "INSTITU-
TIONAL" ADVERTISING
Comparatively little need be said about the first classi-
fication mentioned at the end of the preceding chapter.
By the terms "good will," "publicity," or "institu-
tional" advertising is meant that class of advertising
that has for its principal object the making of an impres-
sion on the public consciousness, the association of a
name with a special product, so that when the product
is thought of, the name suggests itself to the memory,
or vice versa.
"Good will" or "publicity" advertising, as the names
suggest, is the kind of advertising that achieves for
a name or for a product a notoriety which is intended,
of course, to grow into public "good will" as well. It
attains "publicity" for whatever is advertised, not by
urging immediate purchases, but by establishing such
a familiar knowledge of the thing advertised that the
public instinctively recalls the particular product adver-
tised when it is in need of an article of the kind named
in the "publicity" advertising.
It is because so many institutions — that is, concerns
so large that their market is national in scope — utilize
this form of advertising that it is termed "institutional."
This has the same meaning, so far as designating the
kind of advertising is concerned, as the other two names
16
"PUBLICITY" ADVERTISING 17
have. Hence they are all three placed at the head of
this chapter, as referring to the same thing.
Strictly speaking, this sort of advertising makes little
if any appeal to the human emotions or instincts with
a view to inducing immediate action by the reader,
such as will result in his making an immediate single
purchase, or in his signing and forwarding an order at
once. It has not for its object the leading of the reader
up to the point of making an immediate response. It
seeks, rather, to create a reputation or to establish a
name, either of the concern or of the product, or of
both. Its effect is that of a constant hammering at the
ioor of the public consciousness, which is intended to
gain recognition of a habitual sort through its persist-
ence, with the result that the memory of the reading
public is unconsciously impressed with the name of the
product or of the maker, and that this memory impres-
sion can be counted on to "suggest" action when the
occasion for buying arises; to "suggest" through men-
tal association the superiority of the advertised product
over the other kinds which are not given such ' ' pub-
licity"; and to give the- name the enviable position of
'household word" through frequent reiteration.
1. THE PART PLAYED BY ILLUSTRATIONS
There are, of course, various ways in which
good will" advertising goes about accomplishing the
bjects mentioned. The commonest method, perhaps, is
hat of making an illustration the outstanding feature
>f the advertisement. When this is the case, the tend-
ency is to rely on the " associationaP ' influence of the
llustration, and to make use of but very little reading
natter along with it. The name of the product, pos-
18
BETTER ADVERTISING
Big and Little Exchanges
AS a telephone system grows, the cost
A\ per telephone for operation and main-
tenance increases.
When a system has few subscribers, con-
versations are few and operating costs are
low. Subscribers are grouped around the
central office and lines are shorter and less
expensive to build, line troubles are fewer
and maintenance easier.
As subscribers increase, each telephone
user can talk to an ever widening circle of
friends and business associates. Operating
costs per telephone grow as more frequent
talks are held. Subscribers' lines begin to
run farther and ever farther from the ex-
change until a big percentage of them are
miles in length, expensive to build and in-
creasingly expensive to maintain.
The simple central office equipment must
give place to more intricate and costly ap-
Earatus. Expensive underground cable must,
e laid, and aerial cable replace open wires.
All along the line expense grows as the
scope of the service broadens.
ILLINOIS BELL TELEPHONE COMPANY
Fig. 1. — This is strictly "good will" advertising, in its appeal
to the mass, and in the absence of any direct attempt to sell.
"PUBLICITY" ADVERTISING 19
sibly the trademark, with the name and address of the
manufacturer, may be all that is attached to the pic-
ture. Whatever is done in this particular, however, the
picture is relied on as the main feature of the adver-
tisement. Illustrations of this sort of advertising are
to be met with on every hand. Among the best-known
series of advertisements of this class of "good will" or
"publicity" advertising may be mentioned those of
Cream of Wheat, which consists of illustrations con-
taining little else than an attractive picture which always
embodies the same idea, accompanied only by the name
of the product and a short legend for the picture itself.
These serve in a most effective manner to keep the name
of the product before the public. But they do not sug-
gest an immediate purchase. Their object, rather, is
to establish the product in the public consciousness as
the product to be bought when any product of this
nature is desired. And this is accomplished by giving
"publicity" to the name of the product in a manner
which attracts interested attention, and through this
means fixes the name in the public consciousness.
For many years the advertisements of Royal Baking
Powder appeared as regularly and almost as generally
as newspapers themselves. There was little else in them
but the name. But they served their purpose effectively
—they kept the name of the product before the public
by means which the public eye could not avoid. The
result was that when the public asked itself, "What
baking powder ought I to buy?" the answer uncon-
sciously suggested itself from association and memory:
"Why, Royal Baking Powder, of course." And so the
object of the manufacturer was achieved by the method
of giving prominent and constant publicity to a name.
There are, of course, many gradations in the scale
20
BETTER ADVERTISING
of publicity advertising. From the scientific use made
of association, memory, habit, in the two prominent cases
just mentioned, down to the commonplace announcement
made by John Jones, the country dealer in "General
Merchandise," the object is, not so much to attract
&AKJN*
POWDER
Absolutely Pure
Made from Cream of Tartar
the customer through the suggestion of an immediate
purchase of a specific article, as to educate him into
a habit which is to become established through mental
association and through memory, assisted by constant
repetition of the advertisement.
"PUBLICITY" ADVERTISING
21
Gasoline "What," asked a customer recently, "has caused the
sharp advance in the price of gasoline?" And our
Prices answer was substantially as follows:
r OllOW The advances in the selling price of gasoline which
Crude have occurred since January 1st, were due primarily
to the increased cost of crude oil. The market on
all grades of crude took an upward trend during the
latter part of 1919, and has been climbing steadily
since that time.
During 1919 gasoline prices remained stationary, the
refiners absorbing the increased cost of crude as long
as it was possible to do so. In January, 1920, gaso-
line prices generally were advanced to meet the in-
creasing cost of raw material.
Another factor was the practical exhaustion of gaso-
line reserves brought about by the unprecedented
demands for this fuel. During the first months of
this year the consumption of gasoline greatly ex-
ceeded production.
But the primary reason was the constantly increas-
ing price of crude oil.
Still other reasons for the mounting prices are the
greatly increased cost of labor, of steel, and of other
items used in manufacture ; also the constantly ad-
vancing cost of marketing and distribution. Every-
thing that goes into the refining of petroleum is very
expensive today.
But the primary and controlling reason is found in
the increasing cost of crude.
In keeping with its well-known policy, the Standard
Oil Company (Indiana) has been able to maintain
low prices for gasoline in the face of advancing prices
for crude oil because of its large scale operation in
refining, and its complete and economical system of
distribution. And, also, because of its advanced
facilities for obtaining a maximum quantity of gaso-
line from a given quantity of crude.
The Middle West depends largely upon gasoline
power for producing food stuffs.
The Standard Oil Company (Indiana) is straining
every fiber of its highly specialized organization to
meet this demand.
STANDARD OIL COMPANY
(Indiana)
910 So. Michigan Ave. Chicago, 111.
Fig. 2. — Institutional advertising- of the argumentative style,
constituting propaganda advertising, with no sales appeal other
than to reason. (See p. 79.)
22 BETTER ADVERTISING
Psychology is at the back of this practice and of the
idea itself. "Publicity" of this sort establishes mental
images and reactions, so that when the need for an
article arises the product in question or the name of the
manufacturer in question is suggested to the mind of
the prospective purchaser with the accompanying feel-
ings of "good will." This is the result of the operation
of what is known as "the law of association," and the
operation of the law is invoked by the advertiser through
a stored-up mental impression created by his "publicity"
advertising.
In this connection, memory is, of course, an important
element. Whatever aids the memory of the reader aids
the advertiser. Psychology has established the fact that
visual images — pictures — have the highest memory value,
in the sense that they serve to recall to the mind the
subject they advertise three times more readily than
do words. One recalls Cream of Wheat by associat-
ing the name of the product with the memory of the
smiling colored chef of the pictures, with his bowl of
food ready to serve.
Hence, as an example of the operation of this law,
we have a series of mental processes, which — using the
Cream of Wheat illustration as an example — may be
described as follows:
1. A new supply of breakfast food is needed.
2. The question arises, what brand shall be ordered.
3. Through association of ideas and recall of mental impres-
sions created by the pictures one has seen, the name
"Cream of Wheat" suggests itself immediately as the
natural answer to the question.
4. As a result of this operation of the law of association,
one almost unconsciously decides to procure this brand.
5. Buying action follows, and this, in all probability, will
become more or less habitual, because the constantly
appearing advertisements serve to renew these mental
"PUBLICITY" ADVERTISING 23
processes whenever new buying is necessary. This is
the result aimed at by "publicity" advertising.
It must not be understood, however, that this class
of advertising is confined to the methods just discussed.
Eesults of the same nature are to be achieved by cir-
culars, and other independent printed matter, by signs,
sign boards, posters, and by a multiplicity of other
devices. In all such advertising, however, it is the pic-
ture that should be suggestive — the smaller text may
devote itself to argument or persuasion.
Propaganda Advertising. — A special form of institu-
tional advertising that has been developed of late under*
the influence of the Excess Profits Tax law is what has
been termed "propaganda advertising." Figure 2 on
page 21 serves to illustrate this. The object of this
sort of advertising propaganda is, not directly to effect
the sale of goods, but primarily — and literally — to create
good will. It is carried on with a view to disarming
public criticism of the advertiser by presenting facts
or figures showing that he is conducting his business
fairly, with an absence of profiteering, and with pro-
gressiveness, enterprise, or some other desirable quality
that entitles him to the support or confidence of the
public.
Inasmuch as it must be assumed that the reading
public is not directly or actively interested in the facts
themselves to which the advertiser desires to give pub-
licity, it is usually true that advertising of this sort
is characterized by some device intended to attract the
eye and to secure attention — a highly desirable and nec-
essary element in any form of advertising. Notice how
this element is injected into Fig. 2 by means of the iso-
lated headline and the narrow-columned text with the
white margin all on one side. The text of the adver-
24
BETTER ADVERTISING
Pig. 3. — Publicity advertising-, relying solely on illustration
and name of product. Note, however, how closely they are
"tied" by the relevancy of the picture. (See pp. 17, 29.)
"PUBLICITY" ADVERTISING 25
tisement itself is palpably designed to create a good
impression on the mind and to win over the reader to
an attitude of mind favorable to the advertiser.
In the end, of course, the real object of this sort of
advertising is to promote the trade of the advertiser, not
directly, but as a result of the good will which it seeks
to create. And this is the ultimate object of most
publicity advertising.
The Comic Advertisement. — The comic advertisement,
pure and simple, is a form of publicity advertising that
is, in general, to be condemned. Its results are extremely
uncertain, and it often operates rather to create irrita-
tion and contempt than to awaken interest.
Nevertheless, two of the most successful series of adver-
tisements ever developed in this country were comics
— the series advertising the Gold Dust Twins and that
exploiting Zu Zu cakes. The appeal to the comic sense
was also a prominent element in the long series of street-
car pictures and rhymed jingles which celebrated "Spot-
less Town" in the interest of a well-known cleanser.
And most successful of all, perhaps, has been the comic
"electric light movie" of the Old Dutch Cleanser.
Close analysis of these and other successful comics
shows, however, several important facts:
1. That the comic element is usually relied upon, not
to sell the goods, but only- to establish quickly and per-
manently an association of a certain name with a certain
class of goods — for example, Zu Zu with small cakes.
2. That where the comic element is associated with
any selling motive, that motive is usually emphasized
in some other way — for example, in the Gold Dust Twins
pictures with the slogan, "Let the Gold Dust Twins
do the work!" and in the case of the Old Dutch Cleanser
with, "It chases the dirt!"
26 BETTER ADVERTISING
3. That a comic that is not relevant, or one that fails
to assist in recalling the precise name of the product
is of doubtful value — for example: How many of the
thousands who saw day after day for years the street-
car pictures of the flock of geese advertising Omega
Oil ever knew or stopped to think what geese had to
do with oil, or could remember this name when an oil
was needed? Or again, of the thousands who could
recall at least bits of the jingles about Spotless Town,
how many could recall what made it spotless?
4. In no case, perhaps, has a comic been successful
by connecting a ridiculous idea with a product. The
most amusing picture of this class that comes readily
to mind is that- used several years ago by Pears' Soap,
showing an unshaven and unwashed tramp writing a
testimonial: "I used your soap three years ago, and
have used no other since." As a comic picture this
ranked very high indeed, but as an advertisement its
value is questionable.
5. Few comics can be used as permanent advertise-
ments. A familiar comic is like a familiar joke, amus-
ing only to the joker. But a certain amount of perma-
nency or stability is necessary to establish a fixed con-
nection between "name" and "product," and this the
comic does not possess.
In its proper place, picture advertising is, as we have
just shown, a most effective medium of appeal to atten-
tion and to memory. But, as we have also shown, the
illustration must be pertinent and relevant. Comic
pictures can rarely be made so pertinent to the product
advertised as to give rise to any direct train of thought
between the subject of the picture and the product
advertised.
One of the elementary principles in advertising that
"PUBLICITY" ADVERTISING
27
Fig. 4. — A dangerous form of advertising1. The connection
between a "comic" situation and the commodity advertised is
remote and the subjects are scarcely relevant. (See p. 26.)
28 BETTER ADVERTISING
psychology has taught us is that the arresting of atten-
tion and the development of interest from the attention
must be logical, and must entail as little conscious exer-
cise of mental exertion as possible. Comic illustrations
can rarely serve to establish a direct connection of
thought, and hence results from their use are distinctly
precarious. A series of "comics" may sometimes serve
to awaken an interest in the series as comics, but unless
they .are subtle as well as comic, their use is attended
with the risk that the reader will confine his interest to
the comic idea embodied in them, and will forget entirely
the advertising which they are intended to embody. A
business advertisement must be conceived of as a busi-
ness talk, and hence anything that descends to the level
of familiarity, buffoonery or cheap humor is as risky in
its effect on the mind as is an action of the same char-
acter in business life.
Since "good will" advertising does not usually aim
for immediate or single and specific results so much
as it does for habitual and general results, it involves
a course of advertising which runs for a considerable
period and with persistent regularity. Its results are,
of course, of a more or less permanent nature, since
they are habitual in character. The psychological appeal
here rests on a different plane from that involved in
"direct" advertising, since in the former the appeal
is to the mass, while in the latter it is, as we shall see
later, directed to the individual or, at most, to a specific
class of persons.
For this reason, it is desirable in publicity advertis-
ing to say as little as circumstances will permit. ^ A
brief sentence or two, seen day after day, will sink into
the mental consciousness, to be evoked by memory when
association demands it. The mind is not readily recep-
"PUBLICITY" ADVERTISING 29
tive to a mass of words, or to a combination of different
ideas presented at the same time. A single idea, expressed
in few words, may be said, therefore, to be the chief
requirement of this class of advertising. The picture
advertisements of Cream of Wheat serve again to illus-
trate this principle. Illustrations, however, must be
appropriate. The connection between the idea of the
picture and the product must be direct, without entail-
ing any remote reasoning, otherwise an illustration is
merely so much wasted space. Judged by these stand-
ards, the strongest publicity advertisement is that which
says least and which employs the picture method of
conveying ideas and of doing its talking. There are,
of course, many products which cannot well be adver-
tised by means of illustrations. But in these cases, too,
where publicity is aimed at, or "good will" is sought
to be established, the principle of few sentences should
still govern the advertisement.
If, then, these general principles are kept in mind,
the more detailed principles discussed in the succeed-
ing chapters in connection with "direct" advertising
will be found to have their bearing on "publicity"
advertising as well, although in a restricted sense, because
of the very nature of the latter.
2. THE SLOGAN
An extremely useful and effective element in publicity
advertising is the "slogan." This is a phrase, a saying,
even a single word, that may be described as the "motto"
of the advertiser, and that is always used, and adver-
tised continually, in connection with a single, specific
product. Examples of these are:
"As Strong as Gibraltar," adopted by the Prudential
Insurance Company.
SO BETTER ADVERTISING
"Hasn't Scratched Yet," used with advertisements
of Bon Ami.
"From Contented Cows," advertising a brand of evap-
orated milk.
' ' Don 't Be a Washing Machine — Buy One ! ' ' serving
to call attention to a washing machine.
"There's a Reason," used in connection with Postum
Cereal.
"Sealed Tight, Kept Right," seen in advertisements
of Wrigley's Chewing Gum.
"His Master's Voice," advertising Victrolas.
These will serve as examples of how a ' ' slogan ' ' which
has been wisely chosen in the first place and which is
persistently and widely advertised can be made to recall
to the mind of the reader the product with which it is
associated. Such "slogans" form a most valuable asset
and serve to increase publicity in an extraordinary
manner. They are, as a rule, serviceable with publicity
advertising only, since they can rarely be used to add
to the force of the direct sales appeal.
The only rule that can be laid down as affecting their
choice and adoption is that they must be pertinent, i. e.y
there must be a direct association between the idea of the
product and the idea conveyed by the slogan. Happily
chosen, the slogan survives and is effective in promoting
publicity. Unless the law of pertinency is observed,
however, the slogan is sure to prove ineffective, and is
equally sure to die.
3. TRADEMARKS
Trademarks constitute an element in publicity or in-
stitutional advertising that possesses a distinct value.
This lies in the way they contribute to the creation of
vivid and permanent impressions in connection with the
"PUBLICITY" ADVERTISING 31
product advertised. They come under the psychological
law referred to above in this chapter, that pictures
create an impression on the mind that is more lasting as
well as more easily recalled than is that created by
words. Hence trademarks aid in recalling to the mind
of the reader the goods they represent, the product with
which they are identified in his mind. Thus they add to
the publicity value of an advertisement, although it
cannot, perhaps, be said that they contribute much to
the appeal itself of direct advertising. Their value, of
course, increases with time and with constant use. They
are primarily useful in publicity or "good will" adver-
tising, and their value in direct advertising is usually
associational.
Long-continued and judicious use serves sometimes
to give to trademarks an immense trade value. How-
ever, since this book is limited to the subject of written
advertising copy, it would, for obvious reasons, be use-
less to go into the question of what features should be
included in the make-up of a trademark.
The principal difference between what we have called
the "associational" value of pictures on the one hand,
and of slogans and trademarks on the other, lies in the
fact that the latter two must first become established
and recognized through long use and publicity. Neither
a trademark nor a slogan, on its early appearance, is
calculated to make as strong (an impression on, the
memory as does an effective and pertinent picture. After
a frequent and continued use, however, both slogan and
trademark may attain to the same value and effectiveness
as those possessed by pictures ; and either one of them
will then serve for achieving the same end, namely, that
of recalling to the mind the product with which they
have become associated.
32 BETTER ADVERTISING
With the reservation mentioned then, pictures, slo-
gans, and trademarks all come under the general law
that a simple object — one whose characteristic features
impress themselves on the mind at a single glance—1
makes a deeper, more permanent, and more easily re-
called impression than a more complicated object or a
lengthy written description.
The difference actually existing between "institu-
tional" advertising and "direct" advertising (which is
discussed in the succeeding chapters) consists in many
cases more in intention than in fact, Stated conversely,
indeed, it may be said that the majority of advertising
is more or less institutional in effect, even if not in in-
tention. This is due to the fact that however ephemeral
a given advertisement may be in respect to its apparent
effect, it serves nevertheless to advertise the house or
firm— the "institution" — in addition to the goods that
it offers. This latter element is unconscious in its
operation, but in a greater or less degree its effect
persists.
Thus the advertisements of large department stores
serve to remind the public of the fact that the store has
other goods for sale as well as those described in the
advertisement. So also almost any advertisement offer-
ing specific articles carries with it the implication that
the advertiser deals in goods of the same general class
as those specifically mentioned. This implication, con-
sciously or unconsciously accepted by readers of the
advertisement, is the "good will" or "institutional"
element in almost all advertising.
In the charts on pp. 70-71, the uses of which are dis-
cussed on pp. 68-79, the terms "publicity" and "good
will" advertising are used as embracing the entire cate-
gory of advertising discussed in this chapter. On pp. 42,
"PUBLICITY" ADVERTISING 33
43, certain buying motives are referred to as the motives
to which the principal appeal is to be addressed in a
given case. Publicity advertising may, of course, be
made to appeal to any specific buying motives, always
bearing in mind, however, that this class of advertising
is primarily educational in character, and is intended
to secure permanent rather than immediate results. A
reference to the lists given on pp. 42, 43 will help to make
this clearer at this stage.
CHAPTER III
DIRECT ADVERTISING
As the term implies, "direct" advertising is the form
of advertising which embodies an appeal made directly
to a more or less specific class of customers, or buyers,
rather than to the mass. It has as its object that of
effecting "direct" sales, in contradistinction to "pub-
licity" or "institutional" advertising, already dis-
cussed. It is the vehicle through which a specific ar-
ticle or a class of products is offered with the object of
creating an immediate and impelling desire in the mind
of the reader, and of inducing the direct and immediate
action of buying.
For the present, we have disposed of the subject of
"publicity" or "good will" or "institutional" adver-
tising. Hence in what follows we shall use the term
"advertising" in a general sense, in discussing the
principles underlying "direct" advertising. Our first
concern is now with the questions, "What is the method
by which to determine how best to appeal to the pros-
pective market in order to sell a given product? and
What is the method by which to determine the proper
tone to give to the advertising through which such an
appeal is made?
This is no haphazard affair. As was said in Chapter
I, the successful writer of advertising copy must be
able to apply certain recognized principles, which involve
34
DIRECT ADVERTISING 35
a wide and accurate knowledge of human nature, and
are governed by a variety of conditions. We shall con-
sider all these in their turn. The matter is much simpler
than it sounds, and our present subject need not be
approached with misgiving.
It may surprise the reader — it may even sound hereti-
cal— to say that the actual ivritmg of advertising copy
is, after all, the last, and perhaps, even, one of the lesser
parts of the whole subject. Before the stage is reached
where one sits down to put into words the appeal that is
to make customers out of readers, there is a stage of
mental preparation — of actual self-education — to be
gone through in connection with each advertising cam-
paign that is of the first importance in determining the
definite nature of the copy to be written.
Those wTho know tell us that the visible portion of an
iceberg is but one-third of the whole ; that the part ex-
posed is supported by twice its bulk below the water's
surface. The simile of the iceberg may be applied illu-
minatingly to the subject of advertising. The finished
copy, the visible advertising itself, is supported by two
other elements that are not apparent to the buying
public. Without them, however, advertising would not
be the methodical, well-designed thing that it is. These
invisible elements are (1) the analysis of the product,
and (2) the analysis of the market.
Advertising, then, in its finished form involves three
elements: (1) a thorough knowledge by the copy-
writer of the outstanding features as well as the various
uses of the article to be advertised; (2) a thorough and
sympathetic analysis of the buying motives of those to
whom the advertising appeal is to be addressed; (3)
the translation of the conclusions reached from both
analyses into the appeal itself, that is, the formulation
36 BETTEK ADVERTISING
of the advertising copy — -the written material, which is
all that the public sees. A thorough grasp of the prin-
ciples involved in these three points will result in a
mastery of all there is to be learned about the theory of
advertising. l ' On these three hang all the Law and the
Prophets. ' ' "We shall now consider each one in its order.
1. ANALYZING THE ARTICLE TO BE ADVERTISED
Successful advertising consists in making the right
appeal to the minds and to the emotions and the instincts
of the right people. But before one can appeal success-
fully to others, one must first have felt the force of the
appeal oneJs self. This means that the thing to be ad-
vertised, whether it be a single article or an entire line,
must be understood to the last small detail before it can
successfully be offered to others through advertising. It
means still more. It means that the writer must first be
saturated with a knowledge of the features which serve
to commend the article ; must himself be impressed with
its merits; must so have visualized its possibilities and
its virtues, and the various uses to which it may be put,
under various conditions, as to permit of conveying to
his written copy — and through it to the mind of the
reader — the contagion of personal conviction already
existing in the mind of the writer.
A line of brushes, for example, does not, on first
thoughts, suggest itself as anything over which to grow
enthusiastic. A brush is one of a good many articles
that are required for household uses. But is that all?
Not to the writer with imagination, backed with knowl-
edge about his brushes. He visualizes the woman whose
hair is her glory, as needing a special kind of brush for
the scalp, another and totally different kind for smooth-
ing out the long, glistening strands so that they show
DIRECT ADVERTISING 37
themselves glossy with hair-health. He has in mind
the soft brush which the mother demands for the baby's
tender head. He draws a word-picture of the housewife
who spends time and effort in the continuous fight
against household dirt, and shows how his specially made
brush is specially fitted for the work of cleansing sink
and floor and woodwork, and thus is an instrument de-
signed to lighten her burdens. If he knows his subject
and knows his market, as well, he will be able to write
vivid word-pictures that will elevate the prosaic brush
into a subject demanding the interested attention of
many different classes of persons. He will, in other
words, pass on the contagion of his personal conviction
to others through his copy.
By this it is not meant to imply that the advertising
writer must be emotional in his convictions or in his
language. But before he can write effectively, before
his words can help to shape the convictions of others, he
must have convictions of his own, and these must come
from the most thorough familiarity with the article to
be advertised, and more particularly with the various
ways in which its several uses can be made to appeal to
the different users. With this as a background, the
first step will have been taken toward determining in-
telligently the kind of advertising that should be
written ; the tone to be used in the writing ; and, above
all, what to say about the product to the particular class
one is appealing to.
In this branch of the examination there are two im-
portant principles to be borne in mind. These are :
(1) Advertising based on meager and incomplete
knowledge of the product to be offered will never be
completely successful, and is not likely to be even
partially successful, except by accident.
38 BETTER ADVERTISING
(2) Untruths and half-truths are costly. The only
really effective advertising is the truth. From this it
follows that to be able to tell the truth effectively one
must know one's subject "inside and out," and must
be enthusiastically sure of one's facts.
The first step in advertising, then, is to acquire a
complete and thorough familiarity with the product
to be offered, with the ensuing vizualization of the
strong points that will commend it to prospective buy-
ers, and of the various uses to which different sorts oil
persons can put it.
2. ANALYZING THE MARKET
After one has familiarized himself with the product
to be advertised, one is in a position to think next of
the class to which the advertising appeal is to be di-
rected. In other words, one has next to decide what
sorts of people are likely to be the ones to buy the
product in question. Obviously, there are a great many
products that can be offered to different classes of
users or consumers, but on different grounds or on
different sales arguments. Cigars, for instance, are
offered to men for their consumption; they are offered
to women as gifts for men — but the sales arguments in
the two cases are different. The wise advertiser rec-
ognizes that he cannot attract the whole community
through one class of advertisement. He therefore
addresses himself to one specific class at a time, and
so shapes his appeal as to make it most effective to that
one class.
It will be clear, also, that an article that con-
tributes solely to the comfort or the luxury of con-
sumers will appeal in the main to a class of people
different from that to which such articles as horseshoes
DIRECT ADVERTISING 39
or picks and shovels would be offered. It will be equally
clear that the patrons of the beauty shop and of its
cosmetics consist of a group whose instincts and tastes
differ from those whose minds are intent on the purchase
of horseshoes. And the appeal which serves to sell the
one would hardly be effective in creating a demand for
the other. Thus the necessary " point of contact" on
which to base the appeal is established by getting in
touch with the mental attitude of the persons whose
patronage you are seeking, and by talking to them
through your copy in a manner calculated to make them
buy.
The illustrations just given are, of course, obvious
ones. As a matter of fact, there are endless ramifica-
tions and refinements of the principle involved in the
contrast just mentioned. Each problem has its own
peculiar conditions, of course, but each requires careful
and intelligent analysis of the instincts and emotions of
those who constitute the prospective market before one
is in a position to think of writing appropriate copy.
On the knowledge resulting from such an analysis
depend the tone and the nature of the copy itself.
The discussion, as far as it has gone, has therefore
developed the following principles:
(1) The class, or the several classes, of people who
may. be considered potential buyers must be definitely
analyzed, and the ^ typical characteristics and mental
processes of each class must be ascertained.
(2) These characteristics, mental reactions and
tastes must be considered as sympathetically and as
minutely as the product itself.
(3) The "point of contact" for each class must be
definitely deduced from the study. This is equivalent
to saying that, knowing the features and details of the
40 BETTER ADVERTISING
product itself, and knowing the characteristics of each
class to which it is to be offered, the advertising writer
is in a position to formulate his several appeals so as to
reach the sensibilities, excite the desire, or stimulate the
demand of the different classes indicated by his examina-
tion, and that the nature and form of the appeal depend
on the conclusions reached from such an analysis. To
state it plainly, one has to visualize one's self as if in
conversation with the individual customer, and so to
frame the copy as to fit the visualization.
The second step, then, in advertising, is to acquire a
comprehensive and sympathetic familiarity with the
several elements of the market to which the appeal is to
be addressed. It must be realized that the selling
ability of the writer of copy is dependent on his ability
to bring out that feature of the product that will most
strongly appeal to the group to which his advertising is
directed. And this is the same as saying that he who
can awaken the interest and desire of his public, and
can bring the public to the point of deciding to buy,
is the one who has what is termed selling ability. It is
a question, then, of studying one's prospective cus-
tomers, and of giving them the right sort of appeal.
Since the object of all advertising is to put in motion
or to stimulate certain instincts in the mind of the
reader (self-interest, desire, decision), and as these
are, after all, ordinary human emotions, and since adver-
tising is always an appeal to a group, it is well to bear
in mind that a majority of persons in a given group may
always be counted on to display the same general emo-
tions, to possess the same sort of instincts, and to be open
to the influence of substantially the same sort of appeal.
Human instincts are fundamentally general, in the sense
that they are shared by many persons alike. Advertis-
DIRECT ADVERTISING 41
ing skill lies in appealing to tlie ruling emotion that
is common to the group to which the advertising is
intended to appeal.
Below have been grouped under six arbitrarily chosen
terms most of the human instincts, motives, and emo-
tions which play any part in the decision to buy. Any
one or more of these that are appropriate to a typical
member of a given class of persons may be regarded as
being shared in common by that entire group of persons
under ordinary conditions. The several elements which
make up a community, when considered in the light of
possible purchasers, that is to say, as a market for a
commodity, can be counted on as being susceptible as
a class to one or more of the instincts and motives named
in this list. They embrace practically all those human
instincts which lead to buying action, and, as such,
they represent all the instincts which the copy-writer
must review and take into account when endeavoring
to analyze his prospective market. The arbitrarily chosen
terms, numbered from 1 to 6 in the list, are used through-
out this volume as comprehensive terms referring to the
emotions enumerated under them.
The classification here made is based, not upon psy-
chological system, but solely upon practical convenience.
It will, however, serve better than would a rigidly scien-
tific classification to guide one in the work of analyzing
the market with respect to the product to be offered, and
of determining what must be the dominant tone of the
copy in order that it shall appeal successfully to any
given set of these instincts. That is to say, under one or
another of the six arbitrary groupings will be found all
of the related human instincts to which ordinary adver-
tising is likely at any time to find it necessary to address
itself. The list follows.
42 BETTER ADVERTISING
1. Desire for Gain
This includes the emotions of:
Money-saving instinct
Money-getting instinct
Speculation in its various degrees
Acquisitiveness
Ambition (of a certain nature)
Desire for knowledge (as an end in itself, or as
a means)
Self-interest
2. Caution
This includes the emotions of:
Desire to provide for the future
Desire to protect those dependent on one
(whether family or employees) against pov-
erty, disease, pain, or mental distress
Desire for health
Forethought or foresight
Fear
Self-interest
3. Utility
Which includes the instincts of:
Constructiveness
Convenience
Necessity
Desire for time-saving, labor-saving, and health-
promoting devices, and the enjoyment result-
ing from any of these
4. Self-Gratification
"Which includes the instincts and emotions of:
Self-indulgence
Appetites and sense-pleasures
Love of luxury or ease or comfort
Vanity
DIRECT ADVERTISING 43
Pleasure
Display
Ornamentation
Desire for personal adornment
Striving to imitate others
Sports and diversions
Love of the arts
Pride of possession
5. Competition
Which is inclusive of:
Ambition (of a certain nature)
Pride
Emulation
Coquetry
Desire for skill in sports, trade, mechanics, etc.
Desire for knowledge, progress, or improvement.
6. Moral and Esthetic Instincts
These are regarded as including:
Love of beauty or convenience in the home.
Desire for welfare and safety of others
Hospitality and Sociability
Cleanliness
Religion
Since the foregoing list is intended, not as a scientific
classification, but as a ready source of practical sugges-
tions, the buying motives are expressed by whatever
terms seemed best suited to recall them readily — some-
times by naming the emotions or instinct appealed to,
sometimes by indicating the object or form of appeal.
For similar practical reasons, motives which express
themselves in human nature in more than one form are
listed under more than one heading, since they seem to
apply in each group.
The list should be made use of in connection with
44 BETTER ADVERTISING
the various kinds of advertising copy listed on p. 79
and also with the charts on pp. 70 and 71. This list
of emotions, as well as the charts just referred to, will
be discussed later. The use to which the list can be put
in connection with the preparation of copy will appear
in connection with its application to the charts, and in
connection with the discussion of the various kinds of
copy in Chapter V. It is sufficient to say at this point
that reference is frequently made in the following pages
to the emotions and instincts listed above, but that this is
done by making use of the general terms numbered above
from 1 to 6. For example, "Desire for Gain," when re-
ferred to as such hereafter, will be understood as includ-
ing any or all of the emotions or instincts listed under
that term, and so with the others.
"We shall show later how the appeal of the advertising
copy may well be addressed to more than one of these
emotions at the same time and in the same advertise-
ment. And we shall also show — and this is the most
important use of the foregoing list — what bearing an
appeal to any of the emotions in the list has on the tone
of the advertising copy itself.
The list has been given at this point, rather than
later on in connection with the charts just referred to,
in order to show how much is involved in the task of
determining with any degree of accuracy what is the
true "point of contact" with the group or class to which
the appeal is to be made. It involves reaching a correct
answer to the question: What are the particular emo-
tions or instincts which the copy-writer may assume to
be common to the class of persons who constitute the
prospective market for the product to be advertised?
The ability to obtain the correct answer to this question
depends on a proper use "of the analysis listed above, as
DIRECT ADVERTISING 45
PROFITS
Your depreciation charges are as continuous
as time and as sure as "death and taxes," if
you handle corrosives with ordinary ap-
paratus.
This holds true whether it be an extremely
violent, concentrated acid, or drain water
that is only slightly impregnated.
Duriron will put an end to your equipment
losses, replacement costs, and impaired
output.
At the same time, with Duriron, you will
have safer and cleaner plant conditions.
For every process where acids and alkalis are
used, there is Duriron apparatus that will make
your investment permanent and profitable.
TkeDuriroivCbmpaivy DaytoaOhio
NEW YORK: 90 West St.
CHICAGO: 110 So. Dearborn St.
SAN FRANCISCO: Monadnock Bldg.
Fig. 5. — Copy showing- a combined appeal to "Desire for Gain"
and to "Caution." (See p. 42.)
46 BETTER ADVERTISING
<U > tn 3
h ?T> 2 ° v
3 2^ o g c
£ a
O rt
03 P £ >> «
Tl D >i «-h ■M ^ aj i2
s8s5"5ag3
<£ o a; ti 'S <u ^ o-j-a-Mrt Ej +3 — <
^SSiiSSS^S 0 0.^^.815 5
fl
DIRECT ADVERTISING 47
well as on other factors which will be discussed immedi-
ately. The answer itself must form the basis for decision
as to what shall be the prevailing tone of the advertising
copy, while the charts on pp. 70-71 must determine the
" style" and method of presentation. It need not be
added that the success or failure of the entire advertising"
plan will depend on the choice of the correct tone of the
appeal. To this end the copy-writer is urged to famil-
iarize himself with the lists given above. These, taken
in connection with the charts to be referred to later, will
be found to give a general answer to all these questions
with surprising accuracy and to be an aid of the greatest
possible value.
Even when one is able to estimate the instincts to
which one ought normally to appeal, a thorough under-
standing of one's prospective market is of far greater
importance than is usually recognized by advertisers.
Too many copy-writers are " short on their facts," and
write according to instinct or impulse. For instance in
" flush" times, or in a community whose individual
members happen to be earning liberal wages or salaries,
it is a comparatively easy matter to effect sales through
advertising. The reason is that the prospects have
already acquired the spending habit, and, with money
in their pockets, they are more or less ready to give to
any advertiser a share of their free-spending patronage.
But if money is not plentiful, if the market appealed
to is not " flush," if, on the contrary, economy and hesi-
tation have taken the place of liberal spending of money,
the case for the advertiser is very different. He must
know the conditions obtaining before he addresses his
market— and he must adapt his appeal to the prevailing
conditions. Shortly after the armistice in 1919, and for
some little time thereafter, silk shirts at $18 apiece were
48
BETTER ADVERTISING
If- 1 had onlg put on-
11 WEED TIRE CHAINS
In the interest of
humanity — in the
interest of safe
and sane motoring
Put on your Weed
Tire Chains "at
the first drop of
rain, * ' and insist
that others do the
same.
Regrets avail nothing when the harm is done.
Many an accident might have been avoided
and many a life saved if drivers of automobiles
had only exercised ordinary, everyday pre-
caution and had listened to the warnings which
for years have been sounded through the mag-
azines and daily newspapers, viz. — "Always put
on Weed Tire Chains when the roads and
pavements are wet and slippery."
It's all very well to say, **I'm sorry— I didn't
mean to do it."
Regrets don't mend broken limbs
or bring back the lives that have been taken.
The innocent victims have suffered through no
fault of their own while the careless motorist
escapes with a reprimand, the payment of
Doctor's bills and the expense of having his car
repaired. Is there no way to make such .
fellows realize their responsibility and have *
more regard for the rights of others?
Skidding accidents would never occur
if every motorist exercised care in driving and
put on Weed Tire Chains whenever roads and
pavements were wet and slippery or covered
with mud and slime.
American Chain Co., Inc.
BRIDGEPORT, CONNECTICUT
In Canada: Dominion Chain Company, Limited ,
Niagara Falls, Ontario
Largest Chain Manufacturers in the World
The Complete Chain Line — All Types, All
Sizes, All Finishes— From Plumbers' Safety
Chain to Ships' Anchor Chain
General Sales Office: Gr. Cent. Ter., N. Y. C.
DISTRICT SALES OFFICES:Boston,Chicago,
Philadelphia, Pittsburgh, Port., Ore.. S.Francisco
Fig. 7. — Copy appealing- to "Caution." (See p. 42.)
DIRECT ADVERTISING 49
freely and easily salable to persons who, five years
before, hesitated and "shopped" over a shirt at $1.50
or $2.00. These opposing conditions could never have
been met by the same kind of advertising, although the
identical persons were appealed to in each case. What
is called "sales resistance" increases as money becomes
scarce, and the science of advertising lies in being able
to overcome it. Advertising is not achieving all it should
achieve if it does not accomplish sales which amount to
approximately the whole purchasing power of the mar-
ket one has in view. In order to lay the foundation for
such a result the copy-writer must know the existing
conditions at the time of the proposed advertising cam-
paign, and then he is in a position to decide what motives
to appeal to tinder those conditions.
But even after he has gained a basic familiarity with
the product itself, as well as with the existing market
conditions and with the psychological characteristics of
the group constituting his prospective market, the copy-
writer may yet fail to make his copy effective. If he
lacks the "divine fire" of the instinctively capable
writer, to which due training in the use of good English
has been added ; if his style is heavy ; if he lacks a sense
of clearness and proportion • if his copy is argumentative
where it should be persuasive, analytical where it should
be suggestive; if, in other words, he is not "human" in
his tone, he still may fail to strike the correct note, he
still may fail to touch the real "point of contact."
Even though the charts referred to above may be made
to serve as sign-posts to indicate the right road to be
traversed, it is, nevertheless, "up to" the copy-writer,
from that point on, to keep out of the ruts and out
of the ditch. With all the basic principles established
for his guidance — that is, a proper description of the
50 BETTER ADVERTISING-
Fifteen dollars for your
smart new shoes — and
ruined in one little shower
"If I have to go out with my feet looking a sight, I won't go
at all," you said. And out you started without your rubbers,
though you had paid a fancy price for your new shoes. And
in a short time you asked yourself why they went to pieces
so completely!
The very first rain gives the toes a dull stained appearance
and starts deterioration. Repeated wettings actually destroy
the life of the leather. The soles become softer and wear
through quickly. The uppers stretch until every line of their
chic slimness disappears.
You can protect your shoes and still have your feet look smart
Nowadays, wearing rubbers need not annoy you. For you
can get a slender, trim U. S. rubber that will fit, and fit well,
any type of shoe from the flat-heeled walking boot which
considers a foothold sandal sufficient protection, to the dainty
slipper which insists on a rubber with a heel as high and a
toe as pointed as its own.
It has taken years to develop this rubber with the snugly
fitting heel, trim toe, instep that does not bulge or wrinkle.
These better-fitting rubbers are made possible by the long
experience — by the craftsmanship of the United States Rub-
ber Company. There is no detail of fit, comfort or smartness
so small that it is overlooked.
Go to your favorite shop and select your rubbers with the
same attention to fit that you give when you buy gloves.
Notice how much lighter, how much more elastic a U. S.
rubber is — and yet you will find that it withstands the hardest
wear.
United States Rubber Company
Fig. 8. — Copy appealing- to "Competition" (see p. 25) through
a subtle appeal to "Caution." Note the shrewd appeal suggested
by the appropriate headline. (See p. 116.)
DIRECT ADVERTISING 51
product based on a knowledge of his market, a knowledge
of the appropriate instincts to appeal to, and a correct
determination of the dominant tone of the appeal itself
— he may yet fail so to word his appeal as to convey
the desired impression to the reader. Appropriate lan-
guage is necessary to the expression of the most effec-
tive ideas. Without it, the most perfectly evolved con-
clusions become sterile and unproductive in advertis-
ing. This leads us, then, next, to a discussion of the
development of the copy itself. We shall first consider
in a general way the different elements entering into the
language of the copy.
3. "style" in the copy
Advertising is distinctly utilitarian, in the sense that
it is undertaken for a return in dollars and cents. The
work of the copy-writer is measured by the returns that
result from it. Hence it is not to be wondered at that he
frequently assumes that if he can attract buyers, it mat-
ters not whether he pays much attention to grammar or
to rhetoric. The "if" in this case raises the whole
question. Any advertising may attract some buyers.
But if the advertising does not attract most of the pos-
sible buyers in the field or class appealed to, it is not
accomplishing all that it can accomplish.
This is perhaps the appropriate place in the discussion
to insist that the great majority of advertisement readers
are not attracted by slang, by cheap familiarity, by poor
English, but, on the other hand, are attracted by well-
written material, couched in good English, such as tliey
can easily understand, and which commits no offense
against the canons of literary taste. Slipshod or slangy
English, vulgarity of tone, and the sort of familiarity
52 BETTER ADVERTISING
that slaps a stranger on the back or chucks a woman
under the chin cannot but be offensive to many buyers — .
and this class is larger than some advertisers seem to
suppose. Some readers may, indeed, have their atten-
tion attracted in the first instance by the slangy or even
by the vulgarly familiar tone, but in very few such cases
is attention sustained to the point of awakening real
interest.
Whatever may be the number who are genuinely in-
fluenced by advertising in which familiarity of tone pre-
dominates, it is certainly true that many people are
offended by this sort of tone, and for this reason, if for
no other, it would seem to be a wise policy not to indulge
in it.
After all, even where this class of advertising may
have proved successful in a given case, it is probable
that success was really due, not to the slang or famili-
arity, but to the element of genuine human appeal that
it may have contained. And it will probably be admitted
without much argument that this sort of appeal can be
successfully made without approaching vulgarity of tone
or undue familiarity — with the consequent certainty of
avoiding offense to any portion of the group of possible
buyers. The subject of " human appeal" referred to
here is treated more fully on pp. 95, etc., under the
caption, "Human Interest."
It must also be borne in mind that the writer of adver-
tising is appealing to the reader — that he is seeking
something of the reader. If, therefore, he does not write
in a way that interests and attracts, he will not have his
advertising read. The act of reading must be made as
easy as possible for the reader, and he must not be asked
to adjust his mind to that of the copy-writer. On the
contrary, the copy-writer is under the obligation to
DIRECT ADVERTISING 53
Leonard Wood drove the yellow fever out of Cuba. Saint
Patrick drove the snakes out of Ireland. But the BARBER,
praise be to him, HE rid civilization of its greatest menace —
he drove away WHISKERS. ... If it wasn't for the
barber, the United States Senate would look like a flock of
bolshevists, and the map of the U. S. A. would look like a
fur rug.
Listen to what your barber says: "How about a BON-
CILLA this morning, sir?"
"A WHAT?" you blubber through the lather.
"A BONCILLA!" He smiles, the while gayly brandishing
the cold steel aloft. "Never heard of BONCILLA? Beg
pardon, sir — where are you from? BONCILLA, sir, is the
greatest international TOPIC. You hear it everywhere —
BONCILLA! BONCILLA! It's the one big hit. What does
it do to you?
"Listen. It goes down into the very sub-basement of your
pores, where soap and massages and lotions NEVER GET.
And it comes back up with THE CLINKERS. It pulls the
old face back to BOYHOOD, makes it throb with YOUTH,
gives you that KID color— opens up thousands of little obso-
lete blood vessels that haven't done a day's work in YEARS.
BONCILLA, sir, turns back your Ingersoll ten years — kills
wrinkles, and all the little specks in your face that make you
'ASHAMED. It's a HE MAN'S way of not getting old. And
it's GOT A KICK. Use it once and you're a BONCILLA
fan for life. Seriously, sir, you ought to try one now. There's
never going to be a re-issue on faces.
"Boy, brings some nice fresh towels, and see if the water's
good and hot! There you are. Breathe deep, sir. Give up
to it. Fine! You are now about to take a JOY RIDE back
to your BOYHOOD— via BONCILLA."
BARBERS EVERYWHERE ARE. GIVING THE REAL BONCILLA
TREATMENT — and just to prove that they are on the square with you
THEY INSIST ON SHOWING YOU THE GENUINE, ORIGINAL
BONCILLA JAR— the one with the HUMMING BIRD ON IT.
BONCILLA LABORATORIES of The Crown Chemical Co.
INDIANAPOLIS, U. S. A.
Fig. 9. — Copy illustrating- a breezy familiarity considered by
some copy-writers to be skillful and capable advertising". It is
doubtful, however, whether this style is as effective in general
results as is copy that avoids the slangy or familiar tone.
54 BETTER ADVERTISING
adjust what he has to say to the collective mentality
— or attitude of mind — of the class he is appealing to.
Thus, as has been forcibly said, the writer of advertising
English is even more concerned with impression than
with expression.
The point of all this is that grammatical correctness,
easily understood language, and a logical sequence of
ideas are the fundamentals in effective advertising. It
may be accepted as a working principle that a maximum
response to advertising cannot be expected without the
constant observance of what is expressed in the fore-
going sentence.
Yet all advertising copy, whatever its object, and what-
ever may be the market addressed, must possess ' ' style, ' '
and every good writer of copy strives to inject style
into his production.
For our present purposes, it may be said that style
in writing depends, not only upon the use of good Eng-
lish, but also and more specifically upon the ability to
impress the written copy with special qualities of form
or with special personal characteristics. The importance
of style from this point of view is nowhere any greater
than in the writing of advertising copy. To be able to
write as occasion may require, in a persuasive, an ana-
lytical, or a suggestive manner is, as we shall see later,
essential to the production of advertising copy appro-
priate to a given case But to be able — in addition to
this — to impress each kind of copy with personality as
well, is an ability that is at a high premium. The per-
sonality of the salesman expresses itself in his sales talk ;
the personality of the copy-writer must do the same
thing.
A style embodying these qualities may be the result
of training, and, as in the case of the trained salesman,
DIRECT ADVERTISING 55
Ricoro — The Lucky Smoke!
"Horse shoes? — They're the luckiest things in the world !"
declared the motorist, as he snipped the end off a Ricoro. "I
have reason to know!
"I was coming down the state road, miles from any house,
when 'Bang!' went my right rear tire. I climbed out and
found a horse-shoe, with its nails driven clean through the
tire!
"Well, I didn't think there was much luck in horse-shoes
then — and still less when I remembered I had used the last
spare on the car. There was nothing to do but to sit and
smoke till somebody came along and gave me a lift to a
'phone. And then — I found I didn't have a cigar! Horse-
shoes ? — Luck ? — Bosh !
"After a while a farmer came along in a buggy, and I ex-
plained my plight. 'Hop in/ he said, and then — 'Say — you
didn't happen to find a hoss-shoe around here, did you? Gin'ral
Pershing here, dropped a shoe on the way to town, and . . .'
" 'So you're the man whom I can thank for this, are you?'
I interrupted. Then the humor of it struck me, and I said —
'Well, the least you can do is to give me a cigar!'
"'Tickled to death!' he laughed. 'Guess I owe you one!'
"I lighted up the cigar he gave me and — well, it was a
wonder!
" 'Gee,' I exclaimed. 'When you can afford cigars like
this, why don't you lock General Pershing in the stable and
buy a Rolls Royce?'
"'Cause I might run over a hoss-shoe!' he chuckled — 'And
anyway these Ricoros are only lie at United.'
"'Eleven cents!' I shouted. 'Giddap, General Pershing —
next stop is United.' "
Fig. 10. — A good illustration of the "Conversational" and
"Narrative" form of advertisement, without the familiarity that
is condemned in Fig-. 9. This advertisement is also, however,
an illustration of the weak and inappropriate headline. (See
p. 116.)
56 BETTER ADVERTISING
will then usually be reliably effective. In any attempt
to inject one's personality into advertising copy there
is, however, need for the exercise of extreme caution
and a due regard to the effect on the mind of others.
It is far better to be guided by established rules of
writing than to have an attempt at originality result
in copy, original perhaps, but wholly unadapted to the
class to which it is addressed. Uncontrolled originality
may result in a style peculiar to the writer, but its
effect may be to offend, rather than to interest or to
please the minds of the readers Flippancy, pertness,
or coarse humor, to which untrained attempts at indi-
viduality in style usually drift, are more likely to give
offense to readers, and to please the author only.
It is obvious that the style of writing to be adopted
in one case must necessarily differ from that which is
appropriate to another and wholly different case. Copy-
writers distinguish many different styles of writing, such
as: the "descriptive" style, sometimes also called the
"analytical" style (see Figs. 16, 24, 27) ; the "persua-
sive" (see Figs. 12, 22) ; the "impelling" (see Figs. 12,
13, 22, 36) ; the "argumentative" (see Figs. 2, 6, 11, 16,
21, 26, 28) etc.; the "suggestive" (see Figs. 23, 25) ; the
"publicity" style (see Figs. 1, 2, 3, 16, 18), etc., as
well as minor styles, such as the "interrogative" (see
Fig. 23) ; the "narrative" (see Fig. 1) ; the "conversa-
tional" (see Figs. 8, 9, 12, 13, 24, 34), and others. Tech-
nically speaking, none of these constitute "style" itself,
but are separate and distinct forms in which technical
"style" may be manifested. It matters little, how-
ever, by what names we call these various forms of
writing. The question we are really concerned with is
what tone to adopt when writing copy in a given case.
But before making any closer analysis, certain gen-
DIRECT ADVERTISING 57
eral principles inherent in all advertising should be enu~
merated. They require brief comment only, since they
are elements in all good writing, of whatever class.
1. Conciseness. — Remember that verbosity tends gen-
erally to cause tedium, and tedium destroys interest.
The capable copy-writer condenses his material and cuts
out every word that is not vital. Advertising words cost
money. The thing that you have tried to say can always
be said in fewer words than seem necessary at first.
While it is true that white space is also costly, a crowded
space repels readers, and hence is more than wasted.
On the other hand, conciseness does not mean such a
boiling down that the words carry ambiguity. The Turk-
ish bath proprietor who advertised:
" Ladies' Department separate, except on
Sundays and Holidays"
tried to say more than the words he used were capable
of conveying. Conciseness, therefore, must be waived
when clearness is endangered.
2. Clearness. — "A word," says an old writer, "is short
and quick, but works a long result ; therefore look well
to words." This exhortation ought constantly to be
before the mind's eye of the copy-writer. What is clear
to you may be almost incomprehensible to others. To
write words is the easiest thing in the world. To write
words so clearly that no one can fail to understand the
meaning intended by the writer is an art only to be
acquired through much practice. ' ' Therefore, look well
to words!" Choose them with scrupulous care for the
effect they may have on the mind of others. Short,
familiar words are invariably more effective than are
1 ' dictionary ' ' words. Clearness is achieved by simplicity.
Your appeal is always to irumbers, rather than to a
58
BETTER ADVERTISING
THE FIRE FIEND PLAYS THE GAME
greedily. Last year he gathered in property
worth nearly half a billion.
You are playing against odds if you trust to luck.
There are hundreds of fire dangers — one of
them is likely to burn your property at any time.
Most of these dangers arise from the neglect
or carelessness of property owners.
You need the double-barreled protection
afforded by sound fire insurance and the best'
fire prevention service.
The Hartford Fire Insurance Company offers
both. Its fire prevention service is in the hands
of trained Mnen who help policyholders to safe-
guard their property. Its promise to pay is
backed by a hundred-year record of honest deal-
ing and fifty millions of assets. See the Hart-
ford agent in your town about both services.
Hartford Fire mL Insurance Co.
Hartford * 'v "^T Conn.
The Hartford Firf Insurance Company and The Hartford Accident Gf Indemnity Co. write practical,*} every form af insurance e.
eptlift.
Pig. 11. — "Reason Why" copy appealing- to Caution (see p. 42)
and depending" on the picture element, with its startling" head-
line, to attract attention and enforce the appeal.
DIRECT ADVERTISING 59
select few. And clear, direct language, made up of
everyday speech, will always be a safer medium for
conveying your ideas than an elaborate piece of com-
position, which is more than likely to be over the heads
of your readers.
3. Simplicity . — Long, involved sentences full of
unusual words may possibly be capable of being under-
stood if read with concentration and thought. But the
first effect of such sentences is to distract the mind from
the intended effect of the advertising itself. Not only
should the sentences be brief, but the language employed
should be simple and clear. The thought should progress
by easy stages, and be expressed in words that can be
understood without mental effort. Simplicity is achieved
by clearness.
4. Proportion. — The proper balance must be preserved
between details of the product and the product as a
whole. Do not, for example, devote half a page to
describing an insignificant part of a machine, while dis-
missing in a few lines the subject of what the machine
will accomplish. Emphasis should be proportioned to
the importance of the subject.
5. Make only one statement or claim at a time. Your
task is to make it easy for the reader to concentrate.
If you " scatter, " you weaken the force of all that is
said.
6. Each statement or claim must be specific. Gen-
eralities are entirely out of place in advertising.
7. Avoid superlatives. Let the reader infer these from
the atmosphere you create. The chances are that your
product is not the "best," the "finest," the "most
useful, ' ' or even, perhaps, the ' ' cheapest. ' ' You awaken
suspicion by making extravagant claims — which are
rarely believed, anyhow, except by the gullible. (For
60 BETTER ADVERTISING
an illustration of how superlatives may be left to infer-
ence, see Fig. 13.)
8. Avoid stating conclusions. Leave something to the
imagination of the reader. The statement: "You can-
not do better than buy this" is one that the reader
should infer from the facts that you give him.
9. Avoid all reflection on, or criticism of, competing
products. Endeavor to effect a sale by showing the
value and quality of your own goods, not by showing the
defects of the other man's products. Your purpose is
to focus attention on your goods and their merits.
10. Tell only the truth. Avoid half-truths.
11. Strive to be persuasive, rather than dogmatic, or
merely argumentative. Good advertising pulls rather
than pushes.
12. Self-interest in some form is usually the dominant
passion to be awakened or appealed to. Most adver-
tising must have this in view, either openly prominent
or more or less thinly veiled. Some form of this sort of
appeal is to be found in almost all of the examples given
throughout this book.
While ' ' style ' ' takes into account all the general prin-
ciples just enumerated, there is more to be said of it
in its relation to advertising copy. The writer of copy
must, as we have already seen, take into consideration
the product (the thing to be advertised) and the mar-
ket (the readers of the advertisement) before he can
begin to frame his written message which is really the
third element involved in advertising. The "style' ' to
be used in the message is determined by the other two
elements.
If the commodity to be advertised is, for example,
a new model of patent rat traps, designed to be offered
to farmers or to elevator men who are suffering from a
DIRECT ADVERTISING 61
Would you —
for a friend?
I'm in a peck of trouble and need some help. I'm up against a
thing that I can't get away with.
For the last two years I've been writing advertisements about
Mennen's Shaving Cream — trying to make men who shave take
just one try at it.
More than a million have tried it ; and are now buying it.
But there are a lot of other men 'who also shave that I can't
seem to reach. They don't read my ads.
I know as well as I know my name that if I could only get
one little sample of Mennen's Shaving Cream into their hands —
and onto their faces — they'd never go back to their present shave-
ways. But I can't.
And I was completely stumped about it 'til I got a bright idea.
Why not, I said to myself, get some of the men who are now
using it — and who do read my ads — to help me.
So this ad is addressed to you Mennen users.
There are more than a million of you. If each one of you
would tell one friend of yours who hasn't tried it, what you know
about it —
How it makes the quickest, How it doesn't dry.
creamiest lather you ever How it never smarts,
used. How it leaves your face
How it works equally well feeling smooth and clean and
with all kinds of water — hot, Qooa.
cold, hard, soft. How it soothes and makes
Tx , ■ , _ a lotion afterward unneces-
How you don t have to rub sary.
Jt in- How half an inch will
How it softens the stiffest lather the biggest face there
beard — quick. is.
If you'll tell them these things and the others that you've found
out, you'll be doing me a big favor. And I'll appreciate it. But
that's not the point. I haven't any right to ask that.
You'll be doing them a favor. And I don't know many real
fellows who don't like to do a favor for a friend! Am I right?
JIM HENRY
{Mennen Salesman)
Fig. 12. — An example showing a combination of persuasive and
suggestive copy (see p. 56), embodying an Appeal to Self -Gratifi-
cation and Utility (see p. 42).
62 BETTER ADVERTISING
loss of grain due to a plague of rats, the language
employed in such advertising cannot be of the formal
and literary sort that would be appropriate when offer-
ing a biblical encyclopedia to scholars. Yet the same
individual can, of course, write effective and appropriate
copy for each of these purposes, provided, always, that
he has "the ability to create with words." He will,
if he is skillful, inject into his copy, whether it relates
to rat traps or to encyclopedias, such a distinctiveness
of language — though differing for each advertisement —
as to show his individuality, and to express himself in
each. He will, in other words, adapt his style in each
case to the product and to the market. Style, therefore,
is the writer himself, expressing himself in the appro-
priate relation to his subject and to his readers.
By what has been said it is not intended to imply
that the writer of advertising copy who happens, say,
to be naturally of a serious or gloomy disposition should
express himself in serious or gloomy language. He must
first go beyond himself to ascertain what ideas will appeal
to his readers, what emotions and instincts characterize
them as a class, and what "buying action" he can
lead them to through an appeal to such emotions. When
he has ascertained these facts, he returns upon him-
self; he uses his individuality, his mentality, his own
"slant of thought" in expressing himself in the style
of language which his readers can best understand and
appreciate, and to which they are accustomed. He
writes, therefore, for the reader. Yet, if he is capable,
he will inject into what he writes something which will
distinguish it inevitably from what another person would
write under the same circumstances.
In this connection, examine the advertisement of Men-
nen's Shaving Cream shown in Fig. 12. The distinctive-
DIRECT ADVERTISING 6&
7lhdqe@vam&
Ttats
for jQttlc Jgdies
SPRINGTIME again! Aren't you glad? I guess
most every girl is happy this time of year because,.
for one thing, it means Easter Hats.
I suppose grown-up actresses always keep the
names of their milliners secret, but I can't help tell-
ing you that any time you see me in the movies
wearing a hat that you think would look nice on you,
you can get one just like it for yourself. It will have
my autograph inside so you can tell it's honestly and
truly just like mine. In my very newest pictures you
can even see what colors my hats are.
Of course, I can't begin to wear all the hats I
autograph, but you can see them at the store. They
all have special linings that fit them to any girl's
head so you don't have to wear an old elastic band
or chin strap. Your Mother will certainly be sur-
prised at how little they cost.
To Mothers of Little Girls and Little Girls:
Madge Evans Hats are created for youthful faces, for youthful
fashions of hair dressing, for youthful purposes. All are hand
tailored and made with linings that adjust them comfortably to
every size head. We will gladly send you the name of the one
shop in your city displaying a variety of these tailored styles
at a wide range of moderate prices.
MADGE EVANS HAT CO.
602 Broadway New York
Free To Little Friends. Write to me at 602 Broadway for my
style booklet, "The Story of My Hats." Address Dep't A.
Fig. 13. — "Persuasive" copy appealing- to "Self-gratification.**
(See p. 42.) Note the strong- "human interest" tone characteriz-
ing1 this. (See p. 95.)
64 BETTER ADVERTISING
ness of the " style" of this advertisement is impressive.
The language is adapted to the product and to the read-
ers ; but it is more still. It evokes admiration for its
style, which is individual to a degree. Examined for
its style alone, it serves as an excellent illustration of
what we have tried to express in the last two or three
pages.
Permeating the whole advertisement should be the
" human element." The salesman with the cheery word,
the pleasing personality, makes a friend of the buyer.
His personality appeals to the human instincts of the
prospect. So must the advertisement. It must appeal
to the emotions of the reader through "personality,"
as the salesman does to his customer. Thus, if the copy-
writer puts himself into the advertisement, if his per-
sonality shines out between the lines, the advertisement
will be effective just in proportion to the selling force
of the qualities he expresses.
When you open a newspaper or a magazine, the pages
in front of you are full of advertisements — but how
many of them do you feel impelled to read? Probably
only one or two here and there! If you analyze the
motive that impels you to read them and to pass over
the rest, you will find that something stood out in those
that appealed to your attention and awakened your inter-
est. Those that are energetic and vital are those which
get read. Such copy is good copy — for that reason.
Now, it is an obvious fact that no reader of an adver-
tisement is interested in the product from any other
standpoint than that of his own self-interest. The fact
that the manufacturer has met with largely increased
sales, or that he has enlarged his production facilities,
or even that he is constantly improving his product, is
of no interest to the public, except as it may tend to
DIRECT ADVERTISING
65
^^H^v
^T«Ec)/}PMSE
sense of beaufru has been
developed -Do an' exvrzor dinar «i
detfree. "1
^JTie exauisifce
cSymphonol&
^^^ \J platier -piano
appeals to all lovers of *be
beautiful, so Uhco far-auuau
Japan demands and buqs'
tfhese superb instruments.
tjoa ujill be proud of uour
fascirjia&incj Si|ropnonola> and
ib loill make t|our house
a home.
PRICE & TEEPLE PIANO CO.
Chicago, U. S. A.
Fig. 14. — A meritorious form of advertising, which, although
lacking in descriptive details, relies, for creating interest, on
its "you" element. Note how it stresses the Self-gratification
idea (see p. 42), and how the point of view of the reader is made
to serve as the impelling climax of the offering.
66 BETTER ADVERTISING
show that large numbers of people are buying the prod-
uct and that, inferentially, it must have merit. The
advertisement that really "gets under the skin" of the
reader is that which talks about the product in terms
of the reader's needs, the reader's interests, Ms desires,
his advantage. Advertising that is a mere formal
announcement, such as:
SMITH & CO.
Stationers and Printers
All Kinds of Office Supplies
Printing Neatly Executed
has little of the ' ' human ' ' about it. If it has any value
at all, it is that of publicity, merely. It serves, per-
haps, to keep the name of the concern green in the
memory of the reading public, which may, in turn,
cause some of them to associate the name from memory
with their wants as they arise. It may in this manner
result in holding trade that the store already possesses,
and even in attracting occasional customers who do not
belong to its regular trade, but as for spontaneous draw-
ing power, interest, suggestion of immediate action to
satisfy some immediate need, or as for the elements that
create desire not hitherto felt, all these are woefully
absent in such advertisements. Indeed, they are not
strictly advertisements at all.
The person who is untrained in writing copy and who
lacks appreciation of what may be accomplished by
advertising wisely framed, is, somehow, instinctively
inclined to write the "announcement" kind of copy,
even if more elaborate than that shown just above. Mere
generalities carry little or no weight in the mind of the
DIRECT ADVERTISING 67
reader, and are, therefore, valueless in the effort to
awaken desire or stimulate action.
What possible effect on a reader's mind can an
announcement such as the following be expected to have :
Our line is very extensive and is sure to please you.
You are invited to call and inspect our varied stock.
For anything that you need in our line, call and
see us.
It is true that it is less general than the one first
given above, and it is equally true that it has the germs
of an appeal to the buyer through his interest and his
wishes. But it contains nothing that is calculated to
excite his interest in such a manner as to goad him to
immediate action, that is, to go at once and buy — for
it names no one specific thing, it suggests nothing that
the reader may need or may be induced to want, it
offers no direct suggestion of a specific article which
it will be to his advantage to buy now and at such and
such a price.
What was said above about the copy- writer 's putting
himself into his work means, therefore, among other
things, that the writer of an advertisement must vizual-
ize himself in the capacity of the purchaser, and must
express himself in such a manner that his copy would
serve to sell the product to himself. By this sort of
method only can one 6 i get under the skin ' ' of the reader
■ — the buying class to which one is appealing. (See Fig.
9 for this element, although the example itself is not
commended for other reasons.)
We shall take up this subject more fully in a later
chapter.
CHAPTER IV
THE ADVERTISEMENT ITSELF AS A WHOLE
It is a trite principle that is, nevertheless, too ofteu
ignored, that one should never begin to write copy
for an advertisement until one has worked out a thor-
oughly well-defined idea of what one wants to say, and,
of how it is to be said. "We have already seen how ne-
cessary to this purpose is a knowledge of the article
itself that is to be advertised, as well as a full and thor-
ough familiarity with the buying instincts and natural
emotions commonly shown by the class of persons to
whom it is to be offered. Unless the proper sort of
appeal is made in your advertising, the most perfectly
phrased advertisement in the world may entirely fail
to sell your particular product or to reach your par-
ticular market. The right message is the only one that
will accomplish your object.
We are now about to see how the achievement of this
may be assisted by strictly scientific and logical means,
to an extent which will largely eliminate the element
of chance applying to all advertising matter that is
written without a due regard to psychological principles,
On pp. 70, 71 will be found charts which, if intel-
ligently used, make it possible to determine with remark-
able accuracy what is the proper "style" to employ in
addressing the prospective market, and what methods of
presentation will be effective. The charts are the most
68
THE ADVERTISEMENT AS A WHOLE 69
serviceable guide for this purpose known to the authors,
and, if used with the analysis explained in pages 36-51,
will cover any and every advertising problem commonly
met with. The charts cannot do more, however,
than establish the principles on which the copy-writer
is to proceed. How he should give proper expression
to these principles in each case will be considered later.
Reference to the charts will show that for practical
purposes we have classified copy as coming under five
distinct heads or terms; and all but the last of these
are more fully explained on p. 79. They are briefly
listed here, with a reference in each case to the examples
that serve to illustrate them: (1) "Argumentative,"
or "Reason Why" copy (see Figs. 2, 11, 17, 21, 28) ;
(2) "Persuasive," or "Impelling" copy (see Figs. 12,
13, 22, 36, 37); (3) "Analytical," or "Descriptive"
copy (see Figs. 15, 16, 24, 27) ; (4) "Suggestive" copy
(see Figs. 23, 25); (5) "Publicity," or "Good Will"
copy (see Figs. 1, 2, 3, 16, 18). The first class men-
tioned, i. e., "Argumentative" copy, will be found dis-
cussed in Chapter V. The next three classes, i. e., "Per-
suasive," "Descriptive," and "Suggestive," are also
discussed in Chapter V under the general title of
"Human Interest" copy. The last class of copy listed,
i. e., "Publicity" copy ("Good Will," "Institutional,"
being other names for the same kind), has already been
discussed in Chapter II, and is mentioned here only
in order to complete the list.
We shall see from p. 95 and from concrete examples
which are given throughout these pages just what these
terms mean when practically applied, although the terms
themselves are more or less indicative of their nature
and character. It is hardly necessary to warn the reader
against attempting to copy slavishly any of the examples
70
BETTER ADVERTISING
THE ADVERTISEMENT AS A WHOLE
71
H
PQ
o
S 5
SI
Eh
Pn
M
H
t>
+J
Q
o
<1
fn
O
.EH
a
Tf)
03
)—4
m
1^
tf
tf
tf
o
E-t
tf
<
M
o
3 -a
CO H
o o
cd i i i
Ctf CD Q0
*fe*8
CD ij 3
j* en £ % cd
t3 u O rj
O^ CD
£k8
*i a? 5
w >
0)^3 CD .
T3 cd n cd
CD^ fDV
ho o"*-1 CD
!»■§£
1, L W
K. ^ » 0
E+j.3, >
~ h 2 >>
5 £^ °
O CD -Mt-»
cd °n3 <y
® 5 r<
° c§ ^
02 CD
O Cxw^
CD fl CD •%
^Cj C$ CD-£
«W O r< ^
*£
^
h-i CD
>>£ £
o w 5
.2 CD >
*Q O
C «
.Z, CD ^,
O CD .
, ^ CD
^ cd C
fi
0
cd
+-I
afl
-
C
>>
«
3
rQ
7.
5W
^3
o
3
3 c
^ ^
^
T3 bO
2 C C
& -5
cj cd ca
> bo <u
'oo^g^
S CD
CD
boo
Oft
n3
S3
cd
^ CD
Cd >
'+j 01
>>P
-2 oo
cd oo
5 3
<^c72
cd ^
r-> >- >— I
boS^
CD
3 CD^3
r:^; cd
72 BETTER ADVERTISING
given in this book. Advertising, in order to be effective,
must be fitted to the specific case. Merely to imitate
an advertisement that has seemed attractive to you is
likely to result disastrously, no matter how effective the
advertisement may be intrinsically. For nothing will
take the place of copy adapted to your own product
and to your market by a deliberate and reasoned analysis
of your own problem, either by means of the charts or
by some similar means.
Properly and intelligently used, the charts will assist
in determining the general style of the copy in any
given case, although it cannot be emphasized too strongly
that this decision can be made only after one has as a
background the intimate knowledge of the product, and
the familiarity with the principal buying motives, which
have been insisted on in earlier pages. In facing the
charts, the first question to ask is : Into what class does
the product fall that is to be advertised ? This answered,
the charts show immediately the ' ' style ' ' and methods to
be adopted. Next one asks one 's self : "What is the class
of persons to be appealed to, and what are the predomin-
ating instincts and mental characteristics of that class?
The lists on pp. 42, 43 will assist in answering these
questions.
By way of practical illustration of this, let us apply
the charts to a concrete case. Let us suppose that the
article to be advertised is an equipoised telephone arm
— a device for holding the desk telephone off from the
desk and out of the way until it is wanted, and for
making it easy to bring it quickly into place when needed
(see Fig. 15, pp. 74-75). This is something that a great
many users of desk telephones have at one time or
another wished for in a vague and unformulated way.
A man has suffered, say, from the disturbance of his
THE ADVERTISEMENT AS A WHOLE 73
desk by the dragging cord; he has been annoyed by
others reaching for his 'phone and using it at his elbow,
with the taut cord in his way. In the background of
his mind there has always been a dumb irritation over
the nuisance of an object that is always in the way,
and occasionally causes additional annoyance by falling
over or by upsetting inkwells, etc. Suppose that in
such a telephone arm you have a device that will obviate
all this, and that will give the user exactly the sort
of relief that he has unconsciously wished for.
"We turn to the chart for guidance in determining
the classification of this device and of the prospective
market for it. We find the case to fall exactly and
concretely in Class B, the second chart. The device is
unfamiliar to the public, let us say, but it fills an unex-
pressed and hitherto but vaguely realized need. From
an analysis of office conditions, you know, however, that
a quick realization of the need for such a device
will come into the minds of business men when the means
of relief from the annoyance is brought to their notice.
Your prospect — your market — is clearly the business
man. The chart shows you that your case falls in the
column marked II in Chart B. Following down column
II, we note that, in the light of the conditions just men-
tioned, the object of the advertising must be to give
him full — and preferably illustrated — information sug-
gestive of what your device will do for him personally
in the way of convenience and relief. It follows, then,
as the chart continues to show us, that the prevailing
" style" of the advertising must be descriptive of the
device and also suggestive of its possibilities. Analysis
of the article itself assists us to determine that the tone
of the appeal must be such as will lay stress on the ele-
ments of Utility (which, on p. 42, is shown to include
BETTER ADVERTISING
THE ADVERTISEMENT AS A WHOLE
en +j t
-« <V o
^ P r+
U
o
76 BETTER ADVERTISING
necessity, convenience, and enjoyment). This will be
the principal appeal. We gather further from the analy-
sis, however, that a subordinate appeal may be made to
the instinct of Self-Gratification, which comes naturally
from the enjoyment of a device that contributes to a well-
ordered desk and office and of increased comfort in
their use.
It must not be supposed that there is anything myste-
rious about the operation of the charts or the guidance
they give. They are merely a presentation in concise
and easily usable form of scientific principles which
psychology has shown to be applicable to the several
cases presented in advertising problems. The results
are scientific, but they are common-sense results as well.
It will be clear, on reflection, that any sort of copy
other than descriptive copy (see Figs. 15, 16, 24, 27),
combined, perhaps, with argumentative copy (see Figs.
2, 6, 11, 15, 16, 21, 28), and that any sort of appeal
other than to utility and convenience, would be beside
the mark and ineffective, when offering to business men
such a device as the telephone arm described in Fig. 15.
Let us suppose, next, that we have a new brand of
coffee to advertise. The first question to be answered
is one which will determine which chart we are to use
— namely, Is the product familiar to the public or not ?
If so (and, of course, coffee is familiar to everyone),
we know that this falls in the first of the two charts,
which covers all the possibilities of ' ' Goods Familiar to
the Public." We know, too, without further thought,
that there is "an already existing and recognized
demand" for it. Hence we are doubly sure that we
are limited to the first chart. The next question to be
answered will be : Is the distinguishing feature of the
new brand its cheapness or its superior quality ? If the
THE ADVERTISEMENT AS A WHOLE 77
former, we find ourselves in the first half of the chart,
if the latter, we take, of necessity, the second half.
If the new brand is to be offered with chief stress on
its cheapness, we find that the tone of the copy must
be principally persuasive, and secondarily argumenta-
tive (giving "reasons why"), with the principal appeal
addressed to the Desire for Gain (indicated by the cheap-
ness of the brand, which permits a saving by the pur-
chaser). The choice between the two columns of this
first half of the chart will, of course, depend on the
circumstances of the case, i. e., the nature and class of
the market to be appealed to.
Once again, the reader is urged to make use of the
charts with free reference to the list of buying motives
and emotions given on p. 42, and to the classes of copy
listed on p. 79. Without the chart, these lists have
not their full value. On the other hand, the service-
f bleness of the charts cannot be what it should be, unless
the lists are referred to in connection with the use of the
charts themselves.
Writing copy on the " hit-or-miss " principle, with-
out first determining what one ought to say, why it
should be said, and how to say it, is wasteful in the
matter of advertising expense, and is taking a "gam-
bler's chance" that the copy will produce desired results.
To sit down to write the copy only aftei making the
analysis suggested by the charts eliminates guesswork
and establishes a scientific and psychological basis on
which to proceed with the work.
In order to make what follows entirely clear, and to
facilitate the use of the list and charts, let us once more
examine the latter. Our purpose now is to learn what
they teach us regarding the blending in the copy of the
"dominant tone of the sales appeal" with the appeal
78
BETTER ADVERTISING
Three meals a day
yet thousands are unfit
Lack of one vital element in food
now known to explain why so
many fall off in health
Science has made a discovery of
far-reaching importance to every
human being. We know now that
thousands are slowly starving even
on three meals a day.
The .work of many distinguished
physiological chemists has estab-
lished the fact that our food can-
not furnish the life, the vital energy
we need if it is short in one single
element called vitamine. And in our
daily meals a sufficient quantity of
this vital element is often lacking.
The food of the savage was rich
in vitamine. Fresh vegetables, such
as spinach, contain it in good quan-
tity, iut many of our modern foods
have been constantly refined and
modified until they no longer supply
what we must have for health and
vigor.
The richest known source of this
newly known life-giving vitamine is
■ — yeast !
Today thousands are m eating
Fleischmann's Yeast and gaining a
strength and vigor they never knew
before. Many physicians and hos-
pitals prescribe it for the common
ailments of lowered vitality, espe-
cially those which are indicated by
impurities of the skin and those that
require constant use of laxatives.
Fleischmann's Yeast, eaten regu-
larly, helps to clear the body of
poisons and make every ounce of
nourishment count in building new
stores of health and energy.
Some ask: "Won't yeast when
eaten have the same effect as in
raising bread?" No. Yeast is as-
similated in the body just like any
other food._ Only one precaution: if
troubled with gas, dissolve the yeast
in boiling water before taking it.
Eat Fleischmann's Yeast before
or between meals — one to three
cakes a day — spread on bread, toast
or crackers, dissolved in fruit- juices,
milk or water; or just plain. Have
it^ on the table so all can have it
with their meals, if they prefer.
Place a standing order with your
grocer for Fleischmann's Yeast. It
is always of uniform strength and
purity and is delivered to grocers
fresh daily. See that you get a
fresh daily supply.
m To learn more about the newly
discovered properties of yeast send
for the valuable new booklet, "The
New Importance of Yeast in Diet."
THE FLEISCHMANN COM-
PANY, Dept. J-29, 701 Washington
St., New York, N. Y.
Fig. 16. — "Argumentative" copy appealing to Utility (see p. 42).
Note the headline appropriate to the subject. (See p. 116.)
THE ADVERTISEMENT AS A WHOLE 79
to the appropriate "buying motives.'' From examples
given throughout these pages, we shall see concrete illus-
trations of the analysis now following. We shall find
that the chart indicates that the copy should be:
1. Argumentative or "Reason Why" Copy —
when the principal appeal is to the instincts of:
(a) Utility
(b) Competition
(c) Moral and Esthetic Instincts
2. Persuasive and Impelling Copy —
when the principal appeal is to the instincts of:
(a) Desire for Gain
(b) Utility
(c) Caution
3. Analytical or Descriptive Copy —
where the principal appeal is to the instincts of:
(a) Utility
(b) Self-Gratification
(c) Moral and Esthetic Instincts
4. Suggestive Copy —
where the principal appeal is to the instincts of:
(a) Self -Gratification
(b) Desire for Gain
(c) Competition
(d) Utility
5. "Good Will" or "Publicity" Copy —
where the principal appeal is to the mass; to the formation
of habits of buying, rather than to immediate buying
action; and
where the object is also to establish a name and a repu-
tation for the advertiser or the product. This is listed
here merely to make the list complete. The subject
itself is discussed in Chapter II.
TRe principles we have already discussed will make
it a comparatively easy matter to determine which class
of copy is the one that should be adopted in each par-
ticular case. It will be noticed that (1) each class of
copy includes several groups of instincts as the pos-
sible objects of its appeal, and also that (2) the same
group of instincts is, in some cases, assigned to more
80 BETTER ADVERTISING
than one class of copy. This should not be difficult to
understand.
In the first case mentioned, i. e., where the kind of
copy includes more than one general instinct as the
object of its appeal, it should be remembered that our
analysis refers to the "principal" appeal. A skillfully
framed advertisement will frequently — it may almost
be said, will generally — include more than one appeal,
although all but one — the principal appeal — will be sub-
ordinated. Overcoats, for example, are a commodity
which may be said to appeal primarily to the instinct
of Utility (used in the broad and inclusive sense given
it on p. 42). But likewise, and very generally, they will
appeal to Self-Gratification, and even to the instinct
of Competition. The question in such cases is: Which
shall be made the basis of the principal appeal? If
the chief feature of attraction lies in the price, or the
value, the principal appeal is to Utility, and the
appeal to Self-Gratification is incidental and sub-
ordinate. On the other hand, if the chief feature
of attraction in the overcoats lies in the fact that they
are of imported cloth, of a new or fashionable style,
the price, even though it be high, being regarded as a
negligible factor, the principal appeal is to Self-Gratifi-
cation or to Competition, and Utility is invoked as a
basis of appeal only by way of an additional or sub-
ordinate inducement, hidden away, so to speak, so as
not to weaken the principal appeal. Thus, it is made
clear that the principal appeal must be addressed to the
buying motives and to the instincts which represent the
largest average of the class of which your market is
composed.
In the second case mentioned, i. e., the fact that the
same group of instincts is assigned to more than one
THE ADVERTISEMENT AS A WHOLE 81
"Bids are closed," or "Property is sold"-
and you lost an opportunity because —
YOU DID NOT WIRE!
Next time, use the
Telegraph Company and don't try to get
away with it by a letter!
TELEGRAPH— DON'T WRITE!
Fig. 17. — A good example of a terse appeal to the instincts
of Forethought and Self-interest. (See p. 42.) Note how the
language of the opening- is calculated to arrest attention. The
imagination is quickly led by suggestion to see how self-inter-
est is to be served by using the telegraph — a difficult subject to
"soil" through advertising. Yet the copy tends strongly to im-
press the reader with the advantage he will gain by using the
telegraph.
82 BETTER ADVERTISING
class of copy, it is obvious that it is necessary often
to offer the same commodity in different ways (using
different arguments) to different classes of persons.
Insurance, for instance, may be offered to the man of
wealth as an investment, and here the appeal is to Desire
for Gain. To the man of family, living perhaps on
a small salary, insurance is offered as a protection to
the family after he is removed from its head as the
protector and provider. In such a case the appeal is
of a totally different nature — it addresses itself to Cau-
tion or to Moral and Esthetic Instincts, although the
commodity is of the same nature as that which would
be offered to the investor on the basis of an appeal to
Desire for Gain. (For the meanings assigned to these
several terms see p. 42.)
These illustrations should suffice to show the flex-
ibility and adaptability that are necessary, and espe-
cially the absolute need of a correct analysis of the
prospective market before deciding on the tone of the
copy itself. This latter is vital, and cannot be stressed
too strongly. To appeal to Desire for Gain where Moral
and Esthetic Instincts alone were involved would
obviously foredoom the copy to failure. And this is
the same as saying that to attempt to sell overcoats by
means of " human interest" copy (see p. 95), instead
of by argumentative or descriptive copy, is to fail at
the start through a faulty analysis.
Throughout these pages illustrations of notably effec-
tive copy are given. These serve to show how expert
copy-writers have effected the successful blending of
appeals, as well as to illustrate the choice of the domi-
nant tone for each class of commodity involved, and
for each. class of "market" appealed to. By compar-
ing these details in each sample advertisement with the
THE ADVERTISEMENT AS A WHOLE 83
charts and the lists, it will be seen how each "runs
true to form ' ' by appealing to the buying motives indi-
cated on page 79 as appropriate to the class in which
the advertisement falls. If properly studied, these con-
crete examples will serve more effectively to illustrate
the practical use of the principles already discussed
than would many pages of abstract discussion.
It should be obvious that an advertisement which tries
to call attention to a wide variety of unrelated articles
fails in the very thing it should aim to do — to arrest
attention and to create desire. The modern department
store advertisement, which allots different marked-off sec-
tions to different lines of products manages to avoid this
by confining each line of goods to a specific section of the
total "lay-out." Hence each section may be regarded
as a separate advertisement, and the reader may easily
skip those in which he is not interested. But an adver-
tisement in which no such skillful demarkation of sub-
ject and of interest is made, and in which one thing
after another is listed, is little more than a mere cata-
logue, which is a form of advertising that is commonly
effective only after desire has already been aroused in
some degree. An advertisement cannot be made to take
the place of a catalogue, any more than a catalogue can
be regarded as an advertisement in the usual sense of
the term. Each has its specific use. Circulars and
" stuff ers" for envelopes and letters, again, have their
uses too. Yet all are subject to the principles we have
discussed. Excepting, of course, the catalogue, each
method of advertising, in order to be ideal, must spe-
cialize; that is to say, it must subordinate minor fea-
tures or minor articles to the one — or, at best, to the
few— for which it is desired to attract special attention
and to create special interest. Note how this is done
84 BETTER ADVERTISING
in Fig. 27. To keep hammering away on one point of
attack throughout one piece of copy is far more likely
to bring results than if your argument is made to cover
a number of points.
The scope of the present work is limited to the prin-
ciples underlying the preparation of advertising copy,
and hence it is not our purpose here to discuss the rela-
tive merits of journal and newspaper advertising, of
circulars and pamphlets, of "staffers," posters, etc.,
or the different purposes which underlie their use.
Chapter VII is devoted to principles directly relating
to the writing of copy for these. The channels through
which advertising may be carried on are almost innum-
erable. A discussion of the relative merits of each
form would involve us in a consideration of subjects
too far removed from that of advertising copy in gen-
eral; and this subject is reserved for another book in
this series.
Although apparently differing so widely, journal and
newspaper advertisements, circulars, and pamphlets are
all controlled by the same basic principles, such as we
ftave discussed in the earlier pages. Everything that
has been said of advertising copy in general is as appli-
cable to one of the lines just mentioned as to the others.
In any form of advertising, special circumstances may
make it desirable to stress some one principle above the
others, but it can never be done successfully at the
expense of the others. The circular, for example, may
be utilized for going much more fully into description,
and into argument, proof, and persuasion, than might
be the case with an advertisement written for insertion
in a newspaper, even though each covered the same
product. The same intimate knowledge of the product
offered, the same study of the market to be appealed tof
THE ADVERTISEMENT AS A WHOLE
85
The Insidiousness of Low-Grade Sleep
The chief danger of sleep irregularities lies in the subtlety of
their action upon the individual.
Even the least informed layman will agree that harm of some
sort and in some measure is the natural consequence of sleep
postponements or disturbances. Yet the average human, ex-
periencing only drowsiness or at most very slight discomfort
after a comparatively short period of sleep disturbance, does
not quickly perceive that these effects will most certainly be
cumulative if the causes are permitted to continue.
Indeed, poor quality sleep is so insidious as often to break
down the human machine without ever exposing itself as the
destroying agent. The individual may lead himself to believe
that he has experienced a sufficiency of rest because of the
hours he has spent in sleep, whereas he has, unconsciously
3r subconsciously, merely experienced a series of distractions
that prevent and destroy all the purposes of real rest.
Most assuredly, the thing to do
is to take prompt action to over-
come sleep deficiencies in their
incipiency, for the sum total of
such aggravations cannot, under
any circumstances, be favorable
to the individual or the com-
munity.
The Sealy Mattress, because of
its physiologically correct con-
struction and excellent materials,
provides "balanced" support and that relaxful quality of
sleep so indispensable to nightly recuperation and daily
vigor.
SEALY MATTRESS COMPANY
Sugar Land, Texas
Fig. 18. — If this copy gave prices, or named stores where the
product could be obtained, or suggested means for immediate
purchases, it would be effective "direct advertising" with a
strong "human interest" appeal. As it stands, it is "publicity
copy" only. (See pp. 16, 95.)
86 BETTER ADVERTISING
the same application of definite principles in order to
determine the tone of the appeal, are as necessary for
the one class of advertising as for the other.
It may be said of newspaper and journal advertising
that those portions of the advertisement not consisting
of display are usually briefer and less " consecutive J?
than is the straight reading matter of the ordinary
circular. The latter, however, is usually broken up by
illustrations, display, ornaments, so as to make it both
typographically attractive and easily read, and there-
fore it cannot be said, after all, to differ in principle
from what is commonly called the straight advertisement
CHAPTER V
THE KINDS OF COPY
Roughly speaking, copy is of two kinds : (1) "Reason
"Why/' or that which appeals to the reason, rather
than to the emotions (see Figs. 1, 2, 5, 6, 11, 21, 28) ;
(2) "Human Interest" copy, or that which appeals to the
emotions or the senses, rather than to the reason (see,
especially, Figs. 8, 9, 12, 13, 14, 22, 25, 26, 29, 37).
This is a natural classification, and is withal so common
a one that the terms ' ' Reason Why ' ' and ' ' Human Inter-
est" have become standard. As a matter of fact, in
actual practice, the copy is rare that does not include
some of the elements of both classes. Good and wisely
planned copy will, of course, be predominatingly either
"reason why" copy or else "human interest" copy,
but more often than not it is difficult — sometimes even
unwise — to attempt to make it exclusively one or the
other. For this reason the charts on pp. 70, 71 indi-
cate for the generality of cases a combination of ele-
ments which should characterize the copy under each
given set of circumstances, the one first mentioned being
the predominating, the others the contributing elements
(see Figs. 5, 6, 8, 27).
With this explanation serving in the nature of a
reservation, we shall now consider separately the two
classes of copy mentioned above.
87
88 BETTER ADVERTISING
1. * ■ REASON WHY ' ' COPY
"Reason why" copy is primarily argumentative in
character. Its appeal, as was said just above, is to
the reason. That is, it aims at reaching the mind of
the reader through the intelligence, and is neither per-
suasive nor suggestive, in the sense of seeking to play
on the impulses. The predominating characteristic of
this class of copy may perhaps be said to be proof;
while in "human interest" copy reliance is placed upon
description, suggestion, persuasion.
Proof is produced by facts and by logical argument,
but, since the advertisement is written to please the
reader and not the seller, it follows that its logic must
be easy and quiet and, while convincing, never combative
or insistent. It is worth while to recall the old adage
in this connection: "A man convinced against his will
is of the same opinion still."
As a concrete example, let us suppose the case of a
manufacturer who is about to equip his plant with elec-
tric motors for power purposes. There are dozens of
different makes of electric motors on the market, and
all of them are designed for the same general purpose,
namely, of delivering certain horsepower in a form con-
venient for commercial uses. Yet our manufacturer
would not think of buying the first type of motor
whose advertisement came to his notice, merely because
it is a motor. He has certain definite requirements in
connection with his proposed purchase, such as torque,
power, the physical application that his circumstances
demand, and he must be convinced that a given type
of motors will meet these requirements before he will
give them serious consideration. This is a matter for
the reason to determine. In like manner, let us sup-
THE KINDS OF COPY
When fire destroys a factory, ordinary fire insurance
pays for the building and machinery, but production
stops. Although Hartford Use and Occupancy Insur-
ance will pay current expenses and fixed charges while
you are closed down, nevertheless your good will and
continuous service to your clients lose much of their
worth whenever production ceases.
Most fires are caused by carelessness and neglect.
Rigid fire prevention methods greatly diminish the
chance of loss. Every concern should have both fire
prevention service and fire insurance. High grade fire
prevention service is furnished by the Hartford Fire
Insurance Company. It is as necessary as fire in-
surance.
Fig. 19. — "Reason Why" copy, consisting- of simple argument,
appealing to "Desire for Gain" and to "Caution." (See p. 42.)
90 BETTER ADVERTISING
pose that, after having discovered two different motors
entirely suitable for his purposes and needs, he finds
that one make is far more costly than the other. His
emotions may predispose him to select the cheaper of
the two types. Nevertheless, the right kind of adver-
tising will have shown him that the higher-priced motors
possess a quality of output, a durability, and a lowered
cost of upkeep to which the cheaper type can make no
claim. His reason will cause him to see that the higher-
priced motors are cheaper in the long run, besides being
more efficient and reliable. Persuasion, suggestion, emo-
tional appeals are entirely out of place here. Nothing
will serve in effecting the sale but proof; and "reason
why" copy is the means through which it can be offered
to his intellectual reasoning powers.
Thus the sales appeal of "reason why" copy aims at
the following operations of mind on the part of the
prospect: (1) the recognition of a need for the prod-
uct; (2) the conviction that the product offered is suit-
able to supply that need; (3) a mental or intellectual
conviction that the product in question is superior for
Ms purpose to competing products; (4) a decision to
buy.
It will be noted that these are all operations of the
mind based on reason and not on emotion or impulse.
They involve logical decisions at each stage, and depend
for their creation on facts — proof. It is well to empha-
size here, once again, the impossibility of achieving suc-
cess in this class of advertising without that intimate
knowledge of the product and of the prospect's pre-
dominating instincts, which is insisted on in Chapter
III. The higher-priced product cannot be successfully
marketed unless the fullest knowledge of its superior
features, its higher quality, its suitability, is available to
THE KINDS OF COPY
91
— It Had a New and
Delightful Flavor
More than eight centuries ago, according to legend, a shep-
herd tending his sheep near the village of Roquefort, France,
left his lunch — consisting of bread and native cheese — in one
of the caves that abound in that region. Being suddenly
called away, more than a month elapsed before his wandering-
flock brought him again to the same locality. To his great
surprise he found the cheese not only well preserved but that
it had a new and delightful flavor.
From some such incident of chance the French peasants
learned that by adding small particles of bread to the curd
and placing the cheese in these caves to ripen they could
produce a variety of cheese, mottled and marbled, and with a
strange new piquancy all its own — and they called it Roque-
fort. Pure Roquefort is made of sheep's milk, and is much
too pungent for the average American taste, but in the
Roquefort variety of
IN TINS
we have perfected a skillful blend of the imported and pure
white cream, producing a cheese of singular deliciousness,
yet retaining the true Roquefort flavor. Elkhorn Roquefort
Cheese in Tins is the choice of the epicure — its creamy tex-
ture and perfect flavor never vary.
Chicago
J. L. KRAFT & BROS. CO.
New York
Fig. 20. — "Narrative" form of copy, showing- an appeal to
"Self-gratification." (See p. 42.)
92 BETTER ADVERTISING
the copy-writer for the purposes of argument and of
proof.
We have taken occasion in Chapter III to warn against
making attacks on the competing product by direct
means. "Reason why" copy ought never to assail the
competitor or the competing goods. It must accomplish
its ends by proof of what the specific goods it offers
will achieve for the user. The important thing for*
him to know is what your goods will do for him — not
what the other man 's goods will not do. In other words,
affirmative statements enable a man's judgment to work
affirmatively. Negative statements interrupt, weaken,
and even destroy, the stress attempted to be laid on what
is important for him.
There is, perhaps, one exception to this rule. If the
product offered is alone in its field, and must establish
itself by first convincing the public that the old methods
or the product hitherto used is antiquated, or that it
ought to be superseded by the new in the interests of
economy of operation, etc., an argument based on the
wastefulness of the old method or of the old product
is justified by the nature of the case. An instance of
this kind may be drawn from the linotype when it first
came on the market. It was at first necessary to con-
vince employing printers that hand methods were costly
and cumbersome, as compared with the results attend-
ing the use of the machine. But when the lintoype
was followed by the competing monotype, and later by
the intertype machines, attacks by the manufacturers
of one of these on the other two would be indefensible
from the standpoint of good advertising, as well as from
that of good business ; and advertising carried on on such
a plan would prove not only ineffective but probably
disastrous. The advantage of the specific machine to
THE KINDS OF COPY
93
How Can the Motorist Save Himself
from the "Other Fellow"?
New York City recorded over
three thousand motor car collisions
last year in Manhattan Island alone.
Effective traffic regulation de-
pends on each individual driver hav-
ing his car under positive control.
If every driver could be as sure
of his car as the Packard owner,
there would be less congestion, and
only the careless driver would get
into ''accidents."
The Packard people believe that
first-class transportation must de-
liver Safety, Ability, Comfort, Econ-
omy and Enduring Value to the
highest degree.
Were the Packard to choose from
the best sources of commercial parts'
makers — we feel certain that these
necessary features would not meas-
ure up to the present high standard
maintained in the Packard car.
You are absolutely sure to get
them by starting with unified engi-
neering in the Packard manner.
Controlling parts by specifications
and tests — through casting, forging,
machining, _ heat-treating, finishing
and inspection.
Paying 12 cents a pound for your
steel, instead of taking a chance
with steel at 6 cents.
You will be led straight to the
Twin-Six Engine, with its sure and
flexible power, and the greatest
range of ability in high gear.
To gears heat-treated through and
through — not merely case-hardened.
To clutch, brakes, universal and
bearings that give you the safety
of positive control — Packard de-
signed for the Packard car.
It makes little difference whether
the other fellow is to blame, or
merely subject to the whims and
weaknesses of his car.
The Packard owner has all the
chances of the road discounted, be-
cause he is sure of what his Pack-
ard will do.
He is riding in first-class safety
and first-class comfort. It costs
him less all around than riding sec-
ond class !
"Ask the Man Who Owns One"
PACKARD MOTOR CAR COMPANY, Detroit
Fig. 21. — "Reason Why" copy, with contributing- "Human In-
terest" element that appeals to "Utility" and to "Self-gratifi-
cation." (See pp. 42 and 79.)
94
BETTER ADVERTISING
the Old oouth
^A Hunting Breakfast at Mt. Airy - Dinner
at the Randolphs- the Luncheon for the
guest from the North and the afternoon
tea ^ith its inevitable gossip- all Vcre
occasions, in those glorious days of
the Old South, ^hen hospitality reigned
supreme
Rcture the period preceding the Civil
War— Vhen the Old South Vas in the
zenith of its £lory The traditional-
chivalry of its men, the dazzling beauty
of its ^omen and above all the home and
social life of that period are fanned in
son£ and story
^yind What an important part the famity
silver placed in those old Virginia homes —
just as Vc today cherish the sentiment
which clings to our silverware and de-
light in the natural pride of possession
so the^Jomcn of the Old South loved
their silver and gloried in its use
We request the privilege of sho\iAn$f
you the many distinctive designs of
.period and modern silverware when
you are ready to make a selection
Spaulding & Co.
Qo'dsmiths -r Silversmiths —Jewelers
Michigan Boulevard atVanBuren Street-Chicago
Paris- 23 Rue de la Paiv
Fig. 22. — "Impelling-" copy appealing* to "Self-gratification"
(see p. 42), with a strong "human-interest" element. Note, too,
the suggestive headline and the connection that it has with the
goods advertised. Note, also, that the name of the advertisers
appears at the end only, and after the effect of the advertise-
ment has been created. It has no "clincher" close, because
the appeal is adapted to a special class of customers, to whom such
THE KINDS OF COPY 95
the specific user alone forms the basis of wise adver-
tising.
So, too, with the much too familiar phrase: "Do not
accept substitutes ! ' ' This language constitutes an
implied attack on all but the product advertised, and
is thoroughly unconvincing. It has been proved that
the public is rarely influenced in its buying by such
advice. Conviction is created by the merits of the com-
modity offered, and the wise advertiser addresses himself
to the needs of his prospects, not to their prejudices.
The general classes of cases where "reason why"
copy should be employed, either as the predominating
or as the contributing element, are indicated in the
charts on pp. 70, 71. In the charts this kind of copy
is designated "Argumentative," to distinguish it from
the other kinds which belong under the "human inter-
est" classification. The latter we are now to consider.
2. "human interest" copy
The different elements of "human interest" copy
may be classed as: (1) Suggestive; (2) Persuasive and
Impelling; (3) Analytical and Descriptive. For
examples of these, see the various figures referred to
on p. 56. Here it is a question of reaching the strong-
est buying motive, and the appeal is to the emotions,
the senses, the instincts, rather than to reason. Argu-
ment is out of place here, since buying action in cases
where the "human interest" appeal is made is not the
result of reasoning or of deliberation, but of impulse,
instinct, awakened desire.
The effort must be, here, then, to create good impres-
sions which stimulate desire through suggestion, through
attractive description; and which set in motion the
96
BETTER ADVERTISING
DSTER
PIPE-THREADING MACHINES
Fig. 23. — A unique example of "human interest" copy in inter-
rogative form, relying- for its effect on the suggestion implied
in the question. (See p. 97.)
THE KINDS OF COPY 97
appetites, the senses, the emotions, the sentiments. All
advertisements of this class — and it is the most general
class of all — must to a greater or less extent embody
the elements of (1) Suggestion; (2) Persuasion; (3)
Analysis and Description. These we shall now consider.
1. Suggestion, — In " human interest" copy, more than
in any other class of direct advertising, pictures play an
important part, since they convey a distinct appeal to th<>
imagination. In the chapter on good will or publicity
advertising (Chapter II), we have referred to the part
that pictures play in stimulating memory associations,
and we have repeatedly insisted on the pertinency of
pictures when used in the right connection. Here again
this should be emphasized. While desire, vanity, emo-
tion, or the sense of beauty, may be stimulated by a
beautiful form, by color, by pleasing illustrations in
general, it must be recognized that this is true in adver-
tising only in proportion to the directness of the con-
nection between the commodity that is advertised and
the appeal that the picture embodies. Without this
connection — pertinency — the association of ideas is
impossible, or is so remote as to distract attention from
the commodity and to center it on the illustration, and
thus to defeat the purpose of the advertisement.
The principal value of illustrations in this connec-
tion lies in their power of suggestion. The picture of
a person wearing the style or brand of clothes named
in the advertisement, of the Gold Dust Twins at work,
of the Dutch Cleanser Girl, of Velvet Joe with his pipe,
are all, if viewed in the abstract, crude and even unin-
teresting. But in connection with their subject, and
contributing as they do to the description in the adver-
tisement, they suggest to the reader a use, a need, a
comfort, a luxury, which leads the reader along the
98 BETTER ADVERTISING
"No, madam, no corset we have
ever made would fit you"
When the corsetiere said that, I was at first inclined to be indignant.
Then I remembered that she had come to my house at the suggestion of
my dearest friend. So I said, with a smile: "Why, am I as lumpy
as all that?"
"Not at all," she said, "your figure is far better than the average. No
doubt you could easily get a corset that would 'fit' as well as most
women's corsets do. But it wouldn't fit in the sense that we understand
the word. And I don't believe you want your figure to become like
that of most women.
"What I really meant is this: that no corset we have ever made would
suit your figure. Our company is the largest maker of custom-made
corsets in the world.
"But no two of our corsets are alike, because no two women have
figures exactly alike. The differences may be slight, but they are im-
portant.
"Not one bit of cutting or stitching is done on your corset until our
designers receive from me the complete measurements and description of
your figure. And when you get your corset, I give you a $1,000 bond as
guarantee that every measurement and the description of your figure were
used in designing and making it."
At this point I interrupted her to ask "But what about style? Is my
figure so good that a corset made to my exact measure will give me
correct style?"
"Yes, because the Spencer Corset is not 'made-to-measure' in the usual
sense of the term. What we actually do is to create a special design for
every customer. The so-called 'made-to-measure' corset is usually selected
from a catalog and corresponds to the most obvious measurements, at the
waist, hip and bust. But that does not necessarily mean that the style
will be right.
"Now style is a matter, not of measurements, but of lines and curves.
What our designers do is to start with your measurements, then by build-
ing a corset with correct lines and curves, with boning skilfully placed,
create on your figure the most recent style.
"In this process, therefore, they do not merely reproduce your figure.
They correct it, where necessary. You know, of course, that your figure
and your style as well as your health depend largely upon your posture.
"Prominent doctors and educators have found, after a great deal of
study, that there are three typical postures assumed by mankind. The
'erect* posture is normal, healthful and stylish. Most young girls ha"-Te
it. Four out of five women lose it before they are thirty, and fall intu
one or the other of the two faulty postures. One of these is the 'fatigue'
type — slumped down, with sunken chest and rounded shoulders. The other
is the 'lordosis' type, with a deep curve in the back near the waist.
THE KINDS OF COPY 99
"Too many women have been led to believe that they cannot be
in style without being uncomfortable. As a matter of fact, the normal
erect posture, which is good style, is also the most comfortable and
healthy posture, once you attain it. Spencer Corsets make it easy for you
by gently insisting upon good posture. They are so designed that they
redistribute the flesh and gradually re-locate the bony structure, restoring
the figure to normal.
"No doubt you have had the experience of putting on corsets which,,
when new, were stylish but uncomfortable, and which in a short time
became comfortable, but entirely out of style, because they had lost their
shape.
"Spencer Corsets retain both their style and their comfort. We guar-
antee that they will absolutely keep their original shape as long as you
wear them, if you adjust them daily."
By this time I was interested enough to ask the corsetiere to take my
measurements, which she did with the greatest care. I had just one
lingering doubt.
"How soon will I get the corset?" I asked. "Creating a special
design for each customer must take a long time."
"Not at all," she said, as she folded up her tape measures. "The
Spencer system is such that a corset is completed in one week after the
order is received by the designer."
\ need not describe the corset which she brought me a short time after,
and' I cannot adequately describe the feeling it gave me the moment I put
it on. There was a sense of youthful vigor and buoyancy which I had not
felt for years. And when I looked in the mirror, I seemed to see myself
again as I was at twenty — except of course that the style was that of today.
And the best part of it is that my corsetiere tells me that my gowns,
will keep their style longer because my corset never loses its shape.
Rejtcveno
Surgical Supports
Made by The Berger Brothers Company, New Haven, Connecticut. If
you do not find their representative in your telephone book under the
listing "Spencer Corsetiere," write direct to the company for the address.
Fig. 24. — "Human Interest" copy appealing to "Self -gratification,"
with the subordinate appeal to Competition (see p. 42); note the,
subtle manner in which description is made to assist persuasion.
100
BETTER ADVERTISING
Pig. 25. — An appeal to Self-gratification (see p. 42) by sug-
gestion. For the part played by illustrations in this sort of
advertising", see p. 17.
THE KINDS OF COPY 101
highroad of desire. It is only when the picture "talks"
that it helps in selling goods.
Of course suggestion is not effected by pictures alone.
The statement that the product is in daily and grow-
ing use at such and such a factory; that so many hun-
dreds are daily consumed at So-and-So's hotel; that
Dr invariably recommends the product, etc.,
etc., would be neither of interest nor of value, as a
statement in an advertisement, were it not for the sug-
gestion such a statement carries to the mind of the reader
that the article must be good if used under such cir-
cumstances. The value of this sort of suggestion lies
in the interest it awakens, in the imitation or rivalry it
provokes, in the advantages it indirectly proposes, in
other words, in the manner in which it sets the imagina-
tion to work.
The methods of using suggestion in advertising in
order to stimulate or set in operation the human emo-
tions that control buying are limited only by the copy-
writer's imagination and his knowledge of the emotional
springs of human action.
2. Persuasion. — Persuasion may be addressed to con-
siderations of health, of comfort, of efficiency, of safety,
to the appetites and vanities, to self-indulgence — in fact,
to all the ordinary human emotions. By an appeal to
my sense of comfort I am quickly brought to desire that
which will contribute to my comfort; by an appeal to
my ambition or to my desire for more money I am per-
suaded to try to qualify myself for advancement or
for increase in salary. See, for example, Fig. 26.
Persuasion is exercised when I am urged to order
cigars of which I may smoke a dozen and return the
rest without cost, in case I decide I do not like them.
Persuasion by suggestion is what is resorted to by depict-
102 BETTER ADVERTISING
"Another #50 Raise!"
"Why, that's the third increase
I've had in a year! It just shows
what special training will do for a
man."
Every mail brings letters from
some of the two million students of
the International Correspondence
Schools, telling of advancements and
increased salaries won through spare
time study.
How much longer are you going
to wait before taking the step that
is bound to bring you more money?
Isn't it better to start now than to
wait five years and then realize what
the delay has cost you?
One hour after supper each night
spent with the I. C. S. in the quiet
of your own home will prepare you
for the position you want in the
work you like best.
Yes, it will ! Put it up to us to
prove it. Without cost, without ob-
ligation, just mark and mail this
coupon.
Fig. 26. — "Human interest" copy embodying- "Persuasion."
<See p. 101.)
THE KINDS OF COPY 103
ing a woman tired to the point of exhaustion through
following the old methods of sweeping and houseclean-
ing, as opposed to the smiling figure of a woman who,
by making use of a vacuum cleaner, is declared to have
finished her housecleaning before 9 a. m., and with
little or no exertion. Obviously persuasion, but per-
suasion of a different nature, must be exercised when
offering cigars to women, as compared with the sort of
persuasion needed to make the same commodity attrac-
tive to men. Here, once more, we see the need of a
thorough study of the market — the prospects. Here, too,
an intimate knowledge of the emotions that should be
awakened is vital before one can decide on what form
of persuasion to adopt in one's copy.
Persuasion, then, has for its object what might be
described as the pushing of the prospect "over the
edge" of his hesitation. We know from personal experi-
ence that it is easy to become interested in an article
that we see advertised, but that the desire to buy is
often not so developed as to make us reach a decision
to buy it. Persuasion is aimed to overcome the inde-
cision, the hesitation, the procrastination, and to turn
the half -formed desire into decision. The most effective
sort of persuasion is that which shows the advantage
of immediate action through the offer of special prices,
discounts for a limited time, free trial, etc.
It must not be forgotten, however, that after all, one
of the most persuasive methods of all is to tell people
what they are most interested in hearing, or what they
most desire to be assured about. This is just what good
advertising does, if the plan is properly analyzed before-
hand. A woman who is thinking of buying a washing
machine wants to be assured that the machine offered
her will wash her clothes cleaner and with the least effort
104
BETTER ADVERTISING
Don't, Madam
Don't Try to Bake Beans
It takes too many hours. And
no home oven can fit beans to
easily digest.
Leave this dish to the Van Camp
scientific cooks. They have worked
for years to perfect it. They have
the facilities.
The New-Day Way
The Van Camp experts — college
trained — make a science of bean
baking.
Their beans are grown on studied
soils. Each lot is analyzed before
they start to cook.
Their boiling water is freed from
minerals, for hard water makes
skins tough.
Their baking is done in steam
ovens. Thus they bake for^ hours
at high heat, without bursting or
crisping a bean. And they bake in
sealed containers so no flavor can
escape.
The Ideal Sauce
They perfected a supreme sauce
by testing 856 recipes. It is ideal
in its tang and zest. That sauce
is baked with the pork and beans,
so that every atom shares it.
The result is beans as men like
them. They are nut-like and whole.
They have savor and zest. And
they don't upset digestion.
Such beans can't be baked at
home. They are nowhere baked as
we bake them. Serve a meal of
Van Camp's and you will gain an
entirely new idea of baked beans.
Pork and Beans
Baked With the Van Camp Sauce— Also Without It
Fig. 27. — "Analytical" copy (see p. 79) with a combined appeal
to Utility and to Moral and Esthetic Instincts. (See pp. 42, 43.)
THE KINDS OF COPY 105
to herself as well as in the most satisfactory manner.
The person who is considering the purchase of a sub-
stitute for coffee wants to be assured that the brand
under consideration is wholesome and appetizing. The
woman who is impressed with Gold Dust as a possible
cleaner wants to be assured that it really is cleanly and
efficient. In each case, such assurance, if accompanied
by suitable statement of facts, is highly persuasive
because at tliat stage tlie desire for the article itself and
tlie buying motive are already awakened. The "per-
suasion" is accomplished by stressing the facts that
appeal to the right instincts and buying motives, that
is, the facts that the prospect wants to know. Thus
persuasion, in some form, must be present in every
"human interest" advertisement, if the latter is to
accomplish its object.
It is highly useful to bear in mind that the human
mind finds it difficult to make new decisions. That is
to say that action comes more easily as the result of
persuasion if the action sought is of the habitual sort.
Here again is emphasis laid on the value of a study of
the emotions and buying motives that are customary
with the class appealed to, in order that the adver-
tising appeal may suggest such action as conforms to
the habits of the class, and does not run counter to the
resistance of inertia by attempting to induce action
to which the class is unaccustomed. To give an extreme
example: a department store offers a bargain sale of
cotton goods. It stipulates in its advertisement : ' l only
ten yards to a customer : no telephone or charge orders
accepted." This offer is addressed to the class of cus-
tomers accustomed to shopping personally; and while
it excites their desire, its conditions are in line with
their habits and modes of decision. On the other hand,
106 BETTER ADVERTISING
the same store would never think of advertising costly
dinner dresses on the same basis. The appeal is in the
main to a different clientele, who are in the habit of
inspecting critically before buying, and who do so with-
out the thought of "bargains"; who will buy one or
several, as fancy may dictate, and without any restric-
tion or dictation on the part of the store; and whose
purchases are usually ' ' charge orders. ' ' In the two cases
• persuasion and decision are brought about by entirely
different appeals. But the action that is induced in each
case is the action that is habitual to tJte class appealed to.
3. Analysis and Description. — Used alone, mere
description is not very convincing. It is a contributive,
rather than an independent element in copy. Yet it
belongs in the "human interest" category, for the rea-
son that it must be used to a greater or less degree in
a, large proportion of advertising.
Description is used to support the main appeal, what-
ever the nature of the latter may be. It can rarely be
made effective if it is allowed to overshadow the rest.
Its use must be justified by making the details described
interest or affect. the reader's sense of need, by exciting
or contributing to his decision to buy. He is not inter-
ested in the abstract qualities or details of your shav-
ing cream, nor in its ingredients, nor in the quantity
manufactured annually. What he is interested in is
the fact that it is smooth in its application, that it
softens the beard, that it makes shaving easier for Mm,
Generalities dragged into description are fatal.
It will perhaps be clear at this stage of the discussion
that different kinds of copy may be combined in the
same advertisements with good effect, provided only that
they are given different degrees of emphasis and of
importance in the advertisement as a whole. "Reason
THE KINDS OF COPY 107
why" copy may quite appropriately associate argument
with its proof; suggestion may be strengthened and
made more effective by being backed by description.
The charts on pp. 70, 71, show that this combination
is effective and desirable.
The discussion in this chapter may be made service-
able, not as an abstract classification of advertising
methods, but as a means of fixing permanently in the
mind the necessity of knowing the product intimately
and thoroughly, as well as of judging intelligently and
wisely which kind of statement may best be combined
with what tone of appeal, and, speaking generally, what
combination of appeals will most effectively "get in its
work" in a given case.
It may, finally, be useful to give the following as
a criterion by which to determine when to use one or
the other of the two classes of advertising mentioned
in this chapter:
"Reason why" copy is appropriate for advertising
commodities that are utilitarian in nature, which serve
as the means of satisfying some more or less impersonal
need, such as machinery, instruments or tools used in
the arts and sciences or in business, manufacturing,
building, etc. ; such commodities, again, as insurance
policies, investments, money-making propositions, and
impersonal proposals generally.
"Human interest" copy is appropriate for commodi-
ties that are consumed by or used in connection with,
the human body, or that minister to the personal desires
and appetites ; where the appeal is to instincts, emotions,
tastes, rather than to the reason ; where, in other words,
the connection is personal, rather than remote or abstract.
As shown by the illustrations scattered throughout
these pages, one is not confined absolutely to one or
108 BETTER ADVERTISING
other of these classes of copy. The choice of the kind
of copy that is to predominate can be determined safely
and surely by the analysis just given, however, and the
other, or subordinate, class can, as we have seen from
examples, be allowed sometimes to contribute some of
its features (see Figs. 5, 8, 12, 21, 27, and pp. 76-77).
CHAPTER VI
THE SEPARATE ELEMENTS OF THE
ADVERTISEMENT
We have now discussed the various considerations
which influence the tone and the character of the adver-
tisement, regarded as a whole. It remains for us to
' consider the separate elements which go to make up the
completed advertisement. By this we shall gain some
idea of the technique by which the principles heretofore
discussed are to be applied.
Roughly speaking, the framework of an advertisement
in a journal, a newspaper or other advertising medium,
and the framework of an independent pamphlet are
alike, in the sense that each has its principal headline
(or " title ") at the opening; each has the body (or
"text"), sometimes split up with subordinate headlines
or display, and each has its close. In the brief treat-
ment of the subject to which the space at our command
limits us, it will not be so useful to consider the minu-
tiae of the differences in each as it will be to consider
the principles applicable to the building of all classes
of advertising alike.
1. THE PROPER SEQUENCE OF THE ELEMENTS
Just as there is a sequence in the steps which the copy-
writer must take before his copy can be produced, so
there must be a definite sequence of the ideas expressed
in the copy itself. We have already referred to the
109
110 BETTER ADVERTISING
Bread !
Bread costs money.
It is a substantial item among your expenditures,
and will continue to be.
Are you wasting it, and wasting the time of your
help, by hand slicing? Did you know that ma-
chines can be had which will slice your bread
swiftly and economically?
We have ten styles and types of bread-slicing and
stacking machines, hand and electrically operated,
ranging in price from $35 to $180. There is surely
a Liberty Slicer which will suit your requirements.
Let us know —
The number of loaves of bread you are using
daily and the size of loaf you use, and we will tell
you whether you ought to have a slicing machine,
and which of our models will best suit your case.
Then, if you like —
We will send you that machine on trial, for in-
stallation and use in your kitchen, with no obliga-
tion of any sort on your part, even as to transpor-
tation charges, in order that you may test its
operation and its efficiency.
You can't lose!
We are manufacturers of the largest
and most complete line of bread and
roll slicing machines in the world
Liberty Bread Slicer Company
482 Lexington Avenue
New York City
Satisfaction Guaranteed or money returned
Fig. 28. — "Reason why" copy (see p. 88) with a good "se-
quence," and with a convincing- close that tends to impel tp action
(see p. 126), although it lacks a final "clincher," which would
add to its effectiveness. (See Fig-. 37.)
• ELEMENTS OF THE ADVERTISEMENT 111
necessity of a "logical" presentation of the subject-mat-
ter of an advertisement. It is necessary to emphasize
here the reason for this.
A prospect cannot be induced to buy until he has first
been made to feel the need of the commodity offered.
He must next be led to desire the product (and this
involves the question of the tone of the copy, to be
answered by reference to the charts on pp. 70, 71). Fin-
ally, he must be brought to a decision to buy. These are
not only the logical but the neccessary mental stages
through which the prospect must pass before he actually
exchanges his money for the goods offered.
This sequence of mental operations represents what
psychology terms the law of "sequence of ideas," and
the copy-writer must have it in mind in his work. As
applied to the writing of copy, it means that the adver-
tisement must be so planned, so framed, as first to show
the prospect his need; next, to awaken in his mind a
desire ; and, third, to bring him to the decision to gratify
that desire. This, again, means that mention of the
need which the product will satisfy should logically
precede the description of the commodity itself. For
such a purpose, a headline — which is discussed in the
next section belowT — can generally be made to serve effec-
tively. In three or four well-chosen words it starts
an association of ideas leading to the personal recog
nition by the reader of a need which further reading
of the advertisement must develop into desire. Thus,
the beginning of the advertisement, whether by means of
a headline or otherwise, should suggest something which
is important from the standpoint of the reader, relating
to his needs, his desires, his gratification, and not the
name of the product itself.
The practical application of the "law of sequence,"
112
BETTER ADVERTISING
A Corn?
Why, a touch will end it!
A corn today is needless, and millions' of people
know it.
Years ago nearly every woman had them. Now
women who know Blue- jay never suffer corns.
Ask your own friends.
Blue-jay comes in liquid form or plaster. One applies
it in a jiffy — by a touch.
The pain stops. In a little time the whole corn
loosens and comes out.
The proof is everywhere. Tens of millions of corns
have been ended in this simple, easy way.
This is the scientific method — the modern way of
dealing with a corn. It was created by this world-famed
laboratory, which every physician respects.
One test will solve all your corn problems. Make it
tonight. Buy Blue-jay from your diuggist.
Chicago BAUER & BLACK New York
Pig. 29. — A good example of the headline and of the beginning
of the advertisement suggesting- a need and the way the need can
be met. The "sequence" is admirable, the name of the product
being subordinated to its description. The name of the maker is
small and at the end only, as being relatively immaterial.
ELEMENTS OF THE ADVERTISEMENT
113
E. T. TROTTER & CO.
576-602 JOHNSON AVE.,
BROOKLYN, N. Y.
MANUFACTURERS
OF HIGH-GRADE
Insulating
Compounds
PORCELAIN AND BATTERY
SEALING COMPOUNDS
SLOW BURNING COMPOUNDS
RUBBER SUBSTITUTES
HYDRO CARBONS
POT HEAD COMPOUNDS
COMMUTATOR COMPOUNDS
UNDERGROUND COMPOUNDS
Dealers in Ozokerite, Ceserine
and Asphaltum
Fig. 30. — An illustration of bad "sequence." The name of the
makers suggests nothing to the reader, and the products he may be
expected to need are named last. (See p. 111.)
114 BETTER ADVERTISING
therefore, excludes from good copy all mention, at the
outset of the advertisement, of the firm name, of the
product itself, or of the trade name of the product.
These all come later, in their proper place — their se-
quence. And the greater the variety of uses to which
the product can be put, the greater is the variety of
effective advertisements that can be planned, with this
idea in mind. "One idea at a time," is the rule that
must be observed in all good advertising, and this is
particularly true regarding the suggestion to the reader
of his need for the product. Attention must never be
diverted or dissipated by giving in one advertisement a
list or a series of different needs for the product which
the prospect may be expected to experience. But if the
headline, for example, which may have been used to
call attention to a need, is changed from time to time,
providing always that it is one that creates attention
and suggests a need, the body of the advertisement con-
taining the descriptive material may remain unchanged
throughout the successive changes of the head. The
effect of suggesting a new need for the reader is that of
an entirely new advertisement, as he sees the old descrip-
tion fitted to new needs each time. And it has the advan-
tage of a cumulative pointing out of different needs,
through successive advertisements, which has its effect
in impressing the mind.
To what has just been said there is the apparent ex-
ception of cases where the product itself is designed to
offer a combination of uses. To this class belong such
commodities as "3 in 1" oil, the tool that is at once a
tack-hammer, a screwdriver, a wrench, and a can-opener,
etc. These are, however, actually exceptions, whose at-
tractions for buyers and whose desirability consist solely
in the variety of uses to which they can be put. In-
ELEMENTS OF THE ADVERTISEMENT
115
M
Put On Like Rubbers!
They keep heels level, prevent
run-down heels and — you walk
on cushions.
"U-Put-On"
Detachable Rubber Heels
For French and Louis Heels.
Black, tan, gray and white. 50c
per pair. Ask your dealer, or
send his name with remittance.
For size, mark outline of your
heel.
Robert E. Miller
Incorporated
11-a Broadway.. .. New York
m
E
m
m
m
m
m
m
m
m
m 1
Fig. 31. — Interest-awakening copy, with the right "sequence"
(see p. Ill), and appealing to "Utility." (See p. 42.)
116 BETTER ADVERTISING
stances of this sort are too few to constitute more than
ordinary exceptions to the general rule, and deserve
only this passing mention.
There must, indeed, be a strict coherence of ideas be-
tween the several parts of the advertisement. Breaks in
the continuity of thought are a serious weakness, and at
best tend to weaken attention, if, indeed, they do not
discourage further reading altogether. Not only must
the right ideas be rooted in the reader's mind in the
right sequence; but in developing that sequence there
must be a logical progress of language and of thought,
with an avoidance above everything else of a haphazard
drifting from one idea to another.
2. THE HEADLINE
There are very few cases indeed where advertising
can be made to attract attention without an introduc-
tory display line that will serve to attract the attention
and make at least some impression. That is the func-
tion of display; and on its wise use will often depend
whether or not the advertisement itself is read at all.
For this reason a display line — especially the headline
or introductory display line — should be brief, with the
idea of catching the attention without any conscious
exercise of the mental faculties being necessary. Three,
four, or five words — the number depending somewhat
on the width of the space available — are regarded as
the limit of the standard, which, however, for special
reasons, is sometimes disregarded. The opening display
should express but one idea, and the object to be striven
for is to express that idea in words that grip the atten-
tion and excite interest enough to induce a reading of
what follows. Much can be learned in this particular
ELEMENTS OF THE ADVERTISEMENT 117
Help Your Men Start a Band
A factory band pays dividends in esprit de corps. Employees "take to
it" and it is the testimony of organizations having one or more bands that
a noticeable improvement in morale is quickly brought about.
And one of the particularly desirable features about starting a band is
ready acceptance of the idea by employees. It is one of the items of wel-
fare work which does not have to be urged. About all an employer need
do is set the idea in motion and, perhaps*, give some small temporary
financial aid.
Big Organizations Have Bands
Here is evidence of the value of a band — in the very names of the'
organizations having them: Erie Railroad Company, Sears, Roebuck &
Co., Packard Motor Car Company, Chicago Daily News, The Semet-Solvay
Companies, Ford Motor Company, Standard Oil Company, Oakland Motor
Car Company, Chicago Elevated Railroads, Commonwealth Edison Co.*
Chicago Shipbuilding Company. There are hundreds of others.
Information at Your Disposal
The house of Lyon & Healy has equipped many bands*
Valuable experience gleaned in this way is at your disposal.
How to suggest the idea — estimates — easy payment plans —
the instruments necessary — the selection of a band leader —
mistakes to avoid — and other matters to be considered in
starting a factory band have all been worked out. Corre-
spondence from employers is solicited and expert advice is
free, whether a band be started or not.
Catalog of Band Instruments
As an initial step, send for free Catalog of Band Instru-
ments, picturing, describing and pricing band instruments
and accessories. Lyon & Healy instruments are used by
bands everywhere. The finest band instruments produced
are the famous Lyon & Healy Own Make. Others, each best
for the money, are the American Professional, Climax and
Regimental.
Write us for the free booklet, "Starting a Factory Band"
LYON & HEALY
60 to 80 Jackson Blvd. CHICAGO
Fig. 32. — Copy illustrating the use of "Headlines" and "Sub-
heads." (See p. 116.) Incidentally, note the appeal to "Competi-
tion" (see p. 42) in the reference made to organizations already
having bands.
118 BETTER ADVERTISING
by a study of newspaper " heads.'' They tell enough of
what is in the story itself to excite interest in the story,
but they make no attempt to tell the whole of the story.
So in advertising, the "head" should, by suggesting
some feature or attribute of the subject of the adver-
tisement, make the reader feel that it is worth while to
read what follows, in order to get the whole story of
what the article can do for him, or how it can satisfy
Jtis need.
Headlines may be interrogatory, exclamatory, sug-
gestive, commanding, or, indeed, of any form which
will accomplish the object aimed at, with due regard to
the class of readers appealed to. Thus it is obvious
that the use of a slang phrase such as, "Let's Play
Hookey!" which, properly used, might ingeniously lead
to an effective advertisement of golf clubs, would scarce-
ly be regarded as appropriate in a church or school
paper, the circulation of which was largely in the home.
Aside from this, however, the fundamental idea of the
headline is that it must convey a definite thought, or
create a vivid image without any uncertainty that re-
quires concentration on the meaning. The choice of the
form is of course influenced by the nature of the prod-
uct offered and by the characteristics of the group ap-
pealed to. Notice here the headline, "Would You — for
a Friend?" (Fig. 12). One would scarcely employ such
a line as this in an attempt to sell, say, cotton goods to
the trade, or heavy trucks to manufacturers (see, for
example, Figs. 16 and 21). Nevertheless every such
line must embody some shade of the "self-interest" idea
which may seem suited to the class to which the adver-
tisement is intended to appeal. The headline just
quoted is used in a masterly fashion in the advertise-
ment shown in Fig. 11, because it is used in a proper
ELEMENTS OF THE ADVERTISEMENT
119
\~ I wonder ifwerespendm&ith mediums /
This little drama is enacted every business day somewhere
by the men who furnish the money and direct the plans for
the publicity of their product.
Around that big director's table sentiment gives way to
sense, facts are sought rather than fiction, exactness de-
manded instead of estimates.
The advertising manager, the agent, the publisher all rec-
ognize the insistent and growing demand for circulation facts.
"A. B. C. Service" supplies this information in a uniform,
standardized, comprehensive, far-reaching manner — gives a
definite gauge of just what your dollar will buy in any desired
field or class.
It is one thing to make a recommendation for an appro-
priation; quite another to have your recommendation justified
by facts.
Why not back up your plans with the knowledge and facts
that "A. B. C. Service" places at your disposal? Its cost is
but a fraction of the cost of doing without it.
The Audit Bureau of Circulations is a co-operative organi-
zation— not for profit — its membership includes over one
thousand Advertisers, Advertising Agents and Publishers,
in the United States and Canada, who believe in stand-
ardized circulation information. Complete information re-
garding the service and membership may be obtained by
addressing — Russell R. Whitman, Managing Director.
AUDIT BUREAU OF CIRCULATIONS
15 East Washington Street, Chicago
Fig. 33. — Copy admirably illustrating- the use of an appropriate
headline, a correct "sequence," and embodying a sales appeal of
considerable force.
120 BETTER ADVERTISING
environment. The widely known and decidedly effec-
tive headline, "There's a Reason," is effective because
it is used in an appeal to the self-interest of the reader,
based on his health and enjoyment. There's a reason
for using this headline in just this connection that would
be woefully lacking if it were used, say, in an attempt
to sell sugar, or jewelry, or fur coats! It is vital, there-
fore, to keep in mind the principle of. suitability which
must underlie attractiveness of headline. "Catchy"
headlines, which merely compel momentary attention,
but are not appropriate to the subject and to the class
of readers, will attract casual notice only, and will not
lead to sustained attention and to interest in the body
of the advertisement, And without the latter the adver-
tisement might almost as well never have been written
at all, for all the good it will do. Headlines must,
therefore, be appropriate as well as "catchy."
Consider the following effective headlines from the
point of view just discussed:
"Now for the Dishes!"
Advertising a dishwashing machine, offering relief to the
tired housewife who exclaims after each meal: "Now
for those tiresome dishes !" Illustrating an appeal to
"Utility" and to "Moral and Esthetic Instincts." (See
p. 43.)
"Eventually — Why not Now?"
Advertising a brand of flour. Illustrating an appeal to
"Utility" and to "Moral and Esthetic Instincts." (See
p. 43.)
"Like a North-Pole Zephyr"
Advertising an electric fan. Illustrating an appeal to
"Self-Gratification." (See p. 42.)
"Eliminate This Waste!"
Advertising a time-saving device. Illustrating an appeal
to "Caution" and to "Utility." (See p. 42.)
ELEMENTS OF THE ADVERTISEMENT
121
It was a great vacation, but I am glad to be back.
I've often heard people speak of coming home to
rest up after a vacation. They said it as a joke, but
there's a certain amount of truth in it.
A vacation is lots of fun, but there's no denying the
comfort of getting back home.
My owrt bed, the good home-cooking, the conven-
iences of my own clothes closet and the luxury of
my own bathroom certainly look good to me.
But the greatest pleasure of all is to get back to
my own porch with my favorite cigar — CINCO —
the most restful cigar in America.
Pig. 34. — An instance of the use of an illustration that is entirely-
inappropriate to the nature and purpose of the advertisement, as
well as of an introduction that is ineffective because its subject
has no logical connection with the goods offered.
122 BETTER ADVERTISING
"Wash Day Can Be 'At Home' Day9'
Advertising a washing machine. Illustrating an appeal
to "Utility" and to "Moral and Esthetic Instincts." (See
pp. 42, 43.)
"Who Crosses Your Property Line?"
Advertising a fencing material. Illustrating an appeal
to "Caution." (See p. 42.)
"Lighter Housework for Summer Days"
Advertising a floor covering. Illustrating an appeal to
"Utility" and "Moral and Esthetic Instincts." (See
pp. 42, 43.)
"What Happens When You Serve Pie?"
Advertising a lard substitute. Illustrating an appeal to
"Moral and Esthetic Instincts," to "Self-Gratification,"
and to "Utility." (See pp. 42, -43.)
"Save What You've Got!"
Advertising a savings scheme. Illustrating an appeal to
"Desire for Gain." (See p. 42.)
"The Power Behind the Voice"
Advertising telephone batteries. Illustrating an appeal to
"Caution." (See p. 42.)
"Say It with Flowers"
Advertising flowers. Illustrating an appeal to "Moral
and Esthetic Instincts." (See p. 43.)
These lines are selected and quoted at random, and
not because they are in any manner superior to many
hundreds that can be encountered any day in booklets,
folders, circulars, newspapers, or magazines. They are
cited simply as ordinary examples of what may be done
with the short headline, and of what its relation to the
spirit of the advertisement should be. The principle
that they serve to illustrate is worth more than super-
ficial notice. The noteworthy thing about them is the
fact that terse language — usually four or five words —
can be made to attract attention and to awaken interest,
ELEMENTS OF THE ADVERTISEMENT 123
HANDS UP!
Come Across!
The Landlord, the Tax Collector,
the Milkman, the Butcher, the Grocer,
use more polite language, but they
make you stand and deliver just the
same! You're fighting against too big
odds. Quit it and have your home
outside the city limits. Let's talk it
over.
Here's a splendid opportunity to
have a nice Country Home in that
beautiful suburb —
Fig. 35. — An instance of an unfortunate choice of a headline. It
attracts attention, but it conveys a suggestion that if the reader
buys he is to be "held up" — and hence is lamentably unsuited to
its purpose — a case of a strong headline which is destructive of
interest. (See p. 120.)
124 BETTER ADVERTISING
while expressing a thought in tune with the advertising
matter that follows. That is to say, they are not mere
" catchy" phrases, but each one serves to start a thought
in the reader's mind that leads up to the main idea
later. This, then, is the object to have in mind when
preparing a headline for any form of advertisement.
3. THE BODY OF THE ADVERTISEMENT
What we term the "body" of the advertisement is,
of course, the main descriptive portion, although this
latter may — and generally should — be broken up with
subordinate display lines and with illustrations, if any
of the latter are planned for. The subject of illustra-
tions ("cuts") forms no part of our present subject.
The general subject of illustrations in advertising will
be treated at length in another book in this series. But
it may be said in passing that illustrations in "direct"
advertising (as distinguished from "publicity" adver-
tising and perhaps from circulars and folders) are less
necessary than is generally supposed. Pretty pictures,
designed merely to catch the eye may actually serve
that purpose, but they will do nothing that is effective
in furthering the purpose of the advertisement itself
unless they tend to assist the understanding, to inten-
sify proof, or to stimulate desire. Some of the best
and most forceful advertisements are all type, and they
have the qualities just mentioned. Unless thoroughly
pertinent, illustrations will, as often as not, cumber the
space and distract rather than assist the attention.
Whatever else the body of the advertisement may
contain, it should, of course, give prominence to the
name of the product advertised and, if there be a trade
mark, to this also. We have discussed trademarks in
ELEMENTS OF THE ADVERTISEMENT 125
Chapter II in relation to their value in publicity adver-
tising. Except as they serve to stimulate recogni-
tion, and to recall the product to the mind of the
reader, they are not of much immediate value in direct
advertising. Nevertheless, even in direct advertising,
trademarks and names have a certain publicity value
which is cumulative with repetition, and hence it is
usually profitable to include them in direct advertising.
It is, of course, in the body of the advertisement that
the blending of the selling motive with the appeal to
the self-interest of the reader should take place. This
may be carried out, either directly, by showing how a
saving may be effected by purchasing the article in
question, or by intimating that the price will shortly
be raised (the familiar "Order Now!" ) (see Figs. 13,
26, 36) ; or the language may be suggestive (see Figs. 23,
25) ; or it may be argumentative (see Fig. 11) ; or per-
suasive (see Fig. 12) ; or, finally — and this is most com-
mon— it may be descriptive (see Fig. 24). But what-
ever the form, each must tend to show the reader some
advantage which appeals to his self-interest, or it will
be largely ineffective — it will have no motive. For this
reason it should be remembered that argumentative
copy, being almost purely an appeal to the intellect of
the reader, is always vastly strengthened by the judi-
cious addition of persuasion or suggestive matter — and
even here the self-interest idea should be injected in
some form, if possible. Note the manner in which this
element is injected in the copy in Figs. 12 and 25, which
belong respectively in the categories of Utility and Self-
Gratification.
After all, it will be obvious that it is of little use to
try to sell something to others through advertising
unless your appeal tends to show them in some w^ay that
126 BETTER ADVERTISING
it is to their self-interest to buy. Obvious as this prin-
ciple is, one encounters many an advertisement which
is so formal as to compel the critic to examine it with
much thought in order to discover how the advertiser
justified the copy and the consequent expenditure. But
the copy-writer who keeps this principle in mind is less
likely to lose the desired inspiration than is he who
writes without reference to established principles and a
definite plan. A correct determination of the kind of
self-interest which may be said to be uppermost in the
minds of his market will complete his task in this direc-
tion.
No copy should be passed by a writer as satisfactory
until it has been laid aside and later examined criti-
cally, as if new and strange to him. At such an exami-
nation it should be tested from the point of view of the
reader, and to pass such a test it should satisfy the
critic that it will (1) attract attention; (2) excite in-
terest; and (3) induce a continued reading of the whole.
But that is still not enough. It remains to convince
one's self that it (1) appeals to the right kind of self-
interest in the reader; (2) will arouse his desire; (3)
will make him translate desire into decision; and (4)
that Ms decision will correspond to what you have aimed
at persuading him to do. This last is the crucial test. It
leads us to a consideration of our last division, the close
of the advertisement.
4. THE CLOSE
As with business letters, so with advertising : a strong
presentation of the subject is frequently nullified to a
greater or less extent by a weak close. The attention of
the reader has perhaps been fully caught; his interest
ELEMENTS OP THE ADVERTISEMENT 127
may have been aroused; he may even have read the
advertisement through with sustained interest ; the thing
advertised has intrigued him — perhaps even his desire
has been awakened. And then — he lays it down with a
weak indecision, saying to himself: "That's a good
thing. Some day I'll write and ask about it." And
that is usually the end of it, so far as actual "action"
is concerned. The weakness of an advertisement that
produces such a result in the minds of more
than a few lies in its lack of a forceful final
clinching statement or urge. In some form or
other, in some sort of language this should embody
the idea: "YOU need this. The price is insig-
nificant in comparison to what it will do for YOU
(in convenience, gratification, labor-saving, money-mak-
ing, etc.). Sit down and write your order NOW! If
you don't, you'll be sorry later, for you know you need
it, don't you?" This language is not offered as a
standard, but merely as embodying in expanded form
the final idea that has to be brought home with all the
force possible. The point is, that you must not leave
your reader until the preceding stages of need and
desire have, if possible, been crystallized into a decision
to buy immediately. A decision to look into the matter
later is not the sort of decision for which you have
written your advertisement and spent your money; it
is virtually a decision against you. In this sense the
advertisement is a failure — and the failure is due to
the weakness of your copy. The critical examination of
the copy recommended in the section just preceding is
the means by which this should be discovered. To do
this it is necessary to make yourself see the thing
through the reader's eyes. Your appeal has to be one
that will not only induce him to wcmt your product, but
128 BETTER ADVERTISING
will make him decide to get it, and, further, will lead him
up to the point of actually getting it.
As a matter of fact, men and women are a good deal
like children in many of their characteristics. And it is
the business of the copy-writer to know how to avail
himself of this fact. Thus people — taken in the mass
— have the habit, largely, of doing what they are accus-
tomed to do, that is, they buy, and they keep on buying,
what they have been accustomed to buy. But almost
equally patent is the inherent disposition in people to
do what they are told to do. Good advertising (except
some of the "publicity" sort) is, in reality, designed to
overcome the first-mentioned tendency in people, and
to induce them to do something else, namely, what the
advertisement tells them to do. And advertising is suc-
cessful in direct proportion to the extent to which it
succeeds in making people do as it says. The "Do it
now!" injunction is inherently likely to strike a respon-
sive chord in most natures, and needs only to be
properly tuned to bring about the desired compliance.
What is involved in the proper "tuning" has already
been explained in connection with the charts on pp.
70, 71. The particular point to be emphasized here is
that people's minds are instinctively receptive to the
"Do it now!" idea, and that the psychological way to
induce the desired buying action is through some phase
of this idea.
Thus, advertisements must have an impelling close
that urges the reader to action, unless they are of the
"publicity" kind, which do not look so much for imme-
diate, personal sales as they do for the establishment of
a name and reputation. Many forms of advertisement
seeking immediate sales may well have the coupon idea
incorporated in them (see Figs. 36, 37), and these are
ELEMENTS OF THE ADVERTISEMENT
129
"Is My
Nose
Shin
Yes — it probably is, if you depend upon
ordinary old-style face powder. But not
if you made your toilet with wonderful
Cold Crimed Powder
Use LA MED A COLD CREAMED powder
in the morning and you are sure of a velvet
smooth, powdery fresh appearance all day.
A skin charm that has none of that over-
done suggestion. Heat, cold, rain or per-
spiration will not mar it.
Guaranteed. Can not promote hair growth.
Tints — Flesh, White, Peach Blow. Sold
at toilet and drug counters or sent upon
receipt of price — 65 cents.
\ ''ShisXhupon&ringsJA JriaC^ije Jre& \
LA MEOA MFG. CO., 103 E. Garfield Blvd.. CHICAGO
Please send me Free, your Liberal Test Jar of
LaMeda Cold Creamed Powder i n t he
tint. I enclose 10 cents, (either stamps, or coin)
to pay postage and packing.
Name
Address
I usually buy my toilet goods from
Fig. 36. — "Persuasive" copy appealing- to "Self-gratification"
(see p. 42), relying on "Suggestion," and with a "clincher" close
in the form of a coupon calculated to impel immediate action.
(See p. 127.)
130 BETTER ADVERTISING
governed, of course, by what is said above of circulars.
The principle governing the framing of the close is the
same for all sales talks, and calls for ingenuity and
flexibility in its application.
The psychology of the "clinching" close is forcibly
illustrated by occurrences that can be observed any day
in front of retail store windows attractively arranged
and offering displays that are thoroughly inviting. Let
us suppose a show window exhibiting an attractive line
of men's shirts and furnishings. A passer-by stops,
gazes, examines the display, is interested to the point
of admitting to himself that he would like to have some
shirts of just such patterns as he sees displayed in the
window. He even hesitates and considers entering the
store in order to buy. But — he hesitates : with the
result that he decides he will get them tomorrow or the
next time he passes the store. He moves on, and fails
to buy.
All that was necessary to caus»e him to buy was some
extraneous influence which would impel him to imme-
diate decision on his first impulse and to consequent
favorable action. It is not to be denied that show
windows serve to sell goods. But that many persons
are but half persuaded as a result of seeing a display
of attractive goods is equally not to be denied. And
herein lies a principle which may profitably be applied
to the advertisement.
The psychology of a situation such as we have men-
tioned is thoroughly appreciated by the small dealer in,
say, second-hand clothes. He makes it a point to stand
in his doorway, where he insistently urges such hesi-
tating prospects as he sees, to enter his store. Not
to enter is difficult, requires powers of resistance pos-
sessed by few. The result is that he generally sue-
ELEMENTS OF THE ADVERTISEMENT
131
Who Wants More Money?
Mr. Vernon of
Colorado DicL
He was in school and
he found he needed a
good bit of money to
"keep up with the
boys." He wanted to
be always well
dressed, he liked to
take part in all the
student activities, he
enjoyed a pocketful of
©pending money, and,
besides, he was plan-
ning on a college
course in the fall.
Like most energetic,
upstanding young
men he was deter-
mined to get the most
out of his opportu-
nity— socially as well
,as intellectually — and
that takes money. So
he began looking
about for a sure,
iteady supply.
And This Is
How He Got It.
He came upon an ad-
vertisement much like
the one you are now
reading, and began to
figure. He knew that
many of the worth-
while people of his
acquaintance were
regular readers o f
THE LADIES'
HOME JOURNAL
or THE COUNTRY
GENTLEMAN. He
reasoned, rightly, that
an industrious worker
ought to be able to
secure a good many
subscription orders,
so he wrote us. Since
that time he has had
$10.00— $20.00— some-
times $30.00 extra to
spend each month.
You, Too, Can Have Extra Dollars
If you have even a few hours a week to spare, you can earn
plenty of extra money acting as a subscription representative
of the universally popular Curtis publications. No experience
ts required; the work is easy and pleasant; the commissions
and salaries unusually generous. Let us tell you all about it.
CLIP AND SEND TODAY!
The Curtis Publishing Company,
608 Independence Square, Philadelphia, Penna.
Gentlemen : I can spare a few hours each week for your work if the pay
is liberal enough. Please tell me about your offer.
NAME STREET OR R. F. D
TOWN STATE
Fig. 37. — Example of the "human interest" tone and of the
clinching close. The dominant appeal is, of course, to the "Desire
for Gain." (See p. 42.)
132 BETTER ADVERTISING
ceeds in making a sale, because he succeeds in crystal-
lizing the customer's hesitation into decision and result-
ing action, by means of his argument and persuasion,
or even by the hypnotic power of mere insistence.
An advertisement offers the goods — as does the show
window — but unless it does more, it is but a show win-
dow— and is even less attractive than the display of a
good show window. In order to accomplish more than
is accomplished by the mute display, the advertisement
must combine the effect of the display — the offering —
with something that will assist in crystallizing desire
into action. It must "clinch" the sale by an insistent?
persuasion, bringing decision as a climax to the emo-
tions of interest and desire awakened by the early part
of the advertisement, and impelling the reader to the
act of writing the order of purchase or of proceeding
to the store to buy.
When an idea finds lodgment in the human mind,
the natural tendency is for the mind to translate the
idea into action. This is a trite principle, but a highly
important one in advertising practice. If the adver-
tisement can be made to instil in the mind of the reader
the idea that he needs the product offered, that he ought
to buy it, and that now is the time to do it, human nature
is such that he is very likely to translate that idea into
action — and that should be the fundamental purpose of
all direct advertising.
REVIEW
Finally, although use of the charts may guard yon
against error in making an analysis of your product,
of the market, and of the dominant tone of your copy,
there is always the possibility that in your first draft
you may resort to a form of language — a style — which.
ELEMENTS OF THE ADVERTISEMENT 133
on sober second examination will not commend itself
to you as it did when you first wrote it.
Look once more at Fig. 12. Suppose that you had
planned that particular advertisement, and that in your
first draft, instead of what is now the headline, you
had written: "Tell Others About It!" It is quite
true that, superficially speaking, this expresses in a
general way a large part of what is said in the adver-
tisement. And in your first enthusiasm for this method
of approach you might, perhaps, be justified in com-
mencing with such a line. Nevertheless you would be
beyond all excuse or justification if, after having writ-
ten the copy and having put it away for a while, you
had been content to let such a headline remain. If,
having so happily expressed your great idea, as is done
in the body of the advertisement, the headline, "Tell
Others About It!" had not shocked you, as tame and
really a failure, you would indeed have missed the point
of your own work and of its possible effect on the mind
of others. For the thought of "telling others" that
seems to pervade the advertisement is not the prevailing
thought that is going to fasten on the mind of the reader,
but is a masterly cloak designed for covering the delicate
and subtle insinuation that the self-interest of the reader
lies in using the shaving cream Tiirnself, and incidentally,
telling others about it, perhaps.
Since the idea of the headline is to attract attention,
notice what a wide difference there is between the two
we have been considering:
Tell Others About It!
Would You — for a Friend ?
The first, after all, gives no attractive pull on the read-
er's mind; it does not grip him — or perhaps even it
may warn him away. Why should he care to tell others
134 BETTER ADVERTISING
about something, he doesn't know what? And what has
he to do with "others," anyway?
But the second — doesn't it draw your interest so that
you feel you must know more about what is being
referred to? Of course, we are all ready to do it for
a friend — whatever it is. One feels almost compelled
to read on, in order to find out.
"What is true of the headline is true also of the body.
If a mistaken analysis is made of your subject, and if
you should adopt a mistaken tone of appeal, which, how-
ever masterly the language you employ, is yet wholly
unsuited to the class constituting your market, your
advertisement is doomed to failure, no matter how forc-
ible it may appear in the abstract, or as a mere mat-
ter of literary composition. It is better to find this
out beforehand, even at the cost of sacrificing your own
self-conceit. And the chances are that if you are as
intensely critical of your own work, as you should be,
you will spare yourself much loss and mortification,
which, without such criticism, you are very likely to
incur. Here, then, is where you can effectively apply
the suggestions made on p. 135, regarding criticism of
your own work.
Finally, these suggestions may be helpful, by way of
epitome :
1. Plan your advertisement with cold-blooded preci-
sion on the lines indicated by the chart.
2. Make a mental picture of:
1. The Product
offered to 2. The Market
through 3. The Dominant Appeal
with due reference to 4. Buying Motives
aiming to create 5. The Decision to Buy
crystallized into 6. Action
ELEMENTS OF THE ADVERTISEMENT 135
3. When the outlines of your picture are clear-cut
and definite, the imagination may be given a duly con-
trolled opportunity to fill in the psychological details
of self-interest, of persuasiveness, as well as of proof,
etc., that the situation appears to demand.
4. Enthusiasm for your own creation should never
be allowed to persuade you to accept the first draft of
your copy. The first draft is never so good as the
second; the third will be better still.
5. "When you are fully satisfied, lay the copy aside.
Later take it up again and criticize it by asking your-
self sternly: Does it meet this requirement, and that
requirement, and that other requirement, of the chart?
If it does not arouse your enthusiasm, it will not have
much effect on your public. Be mercilessly severe with
yourself and with your copy. For the public is merci-
less until it is won.
6. Your task is to win your public.
CHAPTER VII
COMMERCIAL LITERATURE FOR ADVERTISING
PURPOSES
If viewed as advertising material, a circular, a book-
let, a folder, or a catalogue has but one justification,
which is to effect, or to assist in effecting, sales. To
some extent this may be achieved by merely printing a
list of the goods on paper. But this is equally true of
the salesman without personality or pleasing manners —
he will inevitably sell some goods at some time. But
even as "the earth and all that there is in it" are said
to be open to the grasp of the salesman of pleasing per-
sonality and of "human" characteristics, so the booklet
or circular must be pleasing in appearance, must win
the interest — and sustain it too — by its attractive
arrangement, its skillful decorativeness, its inviting
makeup, and, above all, its "human" tone. Some of the
details just mentioned are mechanical, in the sense of
being dependent on the artist and the printer for their
result. Discussion of this phase of the subject is reserved
for another volume in this series.
1. THE CIRCULAR OR BOOKLET
There remains, however, to consider the question of
putting on the printed page of the circular a real sales
talk, and of avoiding the perfunctory and the common-
136
COMMERCIAL LITERATURE 137
place. Whether the circular or booklet is to be used
to support a sales letter, to support a reply to an inquiry,
or for circulation independently of any letter, it must
be so framed as to carry a convincing sales talk — it must
be, in fact, a salesman in print. The form will depend
on the use to which the printed matter is to be put.
It is not enough, then, to decide in a general way to
have a "circular" as part of your advertising literature.
The questions to be met and answered first of all are:
What part is it to play in the advertising scheme, and
what is it to be planned to accomplish?
Naturally, if it is to be an enclosure with a sales let-
ter, sent to new prospects, it must be worded differently
and must have a different tone from one destined to
be sent to old and steady customers by way of reminder
and of general publicity. Again, it will have to be of
still different character and tone if it is destined for
the final step in a series of follow-ups designed to win
the prospect to take the desired action of buying.
In the first instance mentioned, the circular will be
more or less descriptive, containing, also, perhaps, details
of price, with more or less indication of the quality and
merit of the article offered. Being unlimited as to the
number of pages that it may contain, there need never
be a dearth of space for the most adequate description.
In the second case, it will perhaps devote itself largely
to showing the extent to which the product has recently
been improved, to the growing demand for it, and to
such talking points as are suggested by the proper column
of the charts on pp. 70, 71. It will be profitable, too, to
enlarge on the "service" that is offered. This is a sub-
ject that can always be made convincing and interesting
to the public, which is invariably impressed by the cour-
tesy, promptness, personal interest and care which the
138 BETTER ADVERTISING
word "service" implies. So effective a subject is this,
indeed, that large stores are sometimes to be found adver-
tising this alone, instead of the goods they have for
sale. Any individual touch that can be given to the
"service" offered makes that feature stand out favor-
ably as against competitors, and forms the elements for
a successful publicity campaign.
Another device that has proved highly successful when
a circular is sent without a sales letter accompanying
it, is to enclose it in a letter of a nature similar to the
following:
An offering of the utmost importance,
affecting every individual and company in
the industry is "briefly described
in the enclosed circular.
You will find it to your personal advantage
to read it.
The matter described will certainly inter-
est — and will probably astonish — you.
For your own good — read it!
The psychology of such a communication lies in the
fact that few persons can overcome their curiosity, and
therefore most of those who receive the circular will at
least open it and look it over. The habit is growing
for busy people to throw circulars into the waste basket,
unopened and unread, when they are received in a one-
cent envelope with no communication or other accom-
panying sheet. If sent in a two-cent envelope, even
accompanied by nothing but such an "interest awak-
ener" as the form letter shown above, the circular has
a far better chance of gaining an audience than when
sent alone.
COMMERCIAL LITERATURE 139
As intimated above, however, the ideal use of such
commercial literature is in connection with a sales letter
or a follow-up letter, to either of which the circular
is complementary.
In the third case supposed above, printed literature
will serve more in the capacity of the " close" of an
advertisement, by adducing proof of the excellence of
the product by means of testimonials or otherwise, and
by containing a ' l clincher ' ' in the form of a spur to
action by the reader. It will perhaps, also, contain a
post card or a coupon, the signing of which is urged on
the reader by way of climax.
Nor are these all of the possible differences. Printed
matter designed to accomplish the sale of mousetraps
would obviously be less elaborate, less ornamental, less
dignified, as well as less lengthy, than a booklet devoted
to the sale of, say, automobiles or heating plants. The
second consideration to be determined in advance of the
writing of the copy is, therefore, the appropriateness
of language, of display, and of size, to the purpose in
view.
As will be seen, then, the preparation of commercial
literature involves as the first steps: (1) an analysis of
the prospective purchaser and (2) an analysis of the
product, in order to determine: (1) the plan of the
sales campaign, (2) the part that the specific piece of
printed matter is to play in the campaign, and, from
this, (3) what its size, appearance, and general treatment
shall be.
Most advertisers who send out circulars fully appre-
ciate the fact that a considerable proportion of them
find a resting-place in the wastebasket without ever being
given a reading by the person to whom they are sent.
Much ingenuity has been expended on methods which
140 BETTER ADVERTISING
are designed to overcome the natural disposition of busy
men to cast aside a printed document which is obviously
advertising matter. One encounters many a circular
which fails to disclose on its cover what it is about,
but which bears some startling or attention-getting
legend, such as:
If You Throw This Folder
into the Wastebasket —
Put the Wastebasket
in the Safe!
It is highly questionable whether this sort of thing does
not react on the advertiser. It smacks of getting atten-
tion on false pretenses, so to speak. On the whole, the
advertiser is most likely to be successful in inducing
a reading of the contents of his circular or booklet if
the cover bears an attractive statement which awakens
legitimate interest — not mere curiosity. The latter is
likely to be dissipated on very short notice and on very
slender grounds.
As has been said already, the language and character
of the body of the booklet will depend on the object to
which the booklet is to be devoted. These will be deter-
mined by reference to the charts on pp. 70, 71, just as in
the case of the advertisement. Mechanically, again, the
text must be broken up with frequent subheads, with such
artistic details as may be thought desirable. The art
features are not part of our present subject. The prin-
cipal psychological value of subheads, captions, etc., lies
in attracting attention, in their making reference easy,
emphasizing selling points, and in assisting the under-
standing. Paragraphs should be brief, sentences short,
and the progress from point to point and from subject
COMMERCIAL LITERATURE 141
25c to 75c You Save!
Give this fine, fat, juicy coin the once-over!
Put it over all the bumps from the good, old-fashioned bite to
that modern bromide, the "acid test."
If you can't dope out enough third-degree stuff, call in our
representative and let him help you.
And when the final returns are in, you'll find that this new
coin is no 52-cent H. C. L. near-dollar, but 100-cent "cash
money" that assays like this —
75c for your own pocket 25c all you need to spend
or better still, for rein- to get as good or better
vestment in your busi- terms as you got from
ness your old dollar
100c on the dollar!
Fig. 38. — An instance of a dangerous type of advertising. This
slangy, familiar tone was adopted for the reading matter of the
first page of a folder that was sent to business houses as a sales
argument. Its effectiveness is highly doubtful.
142 BETTER ADVERTISING
to subject should be logical, easy, and unforced. The
volume entitled Better Business English, published in
this series, should be consulted freely and constantly in
this connection.
In circulars of appropriate size, effectiveness is greatly
increased by writing copy with a definite view to devot-
ing one or more complete pages to a given branch of the
subject, beginning each new point with a new page.
Thus each page or group of completed pages will repre-
sent logical stages in the sales talk, and consequently
will help to sustain the interest of the reader through
this sort of mechanical means. This suggestion applies,
of course, to circulars the size of the pages of which
is such as to permit this somewhat arbitrary handling of
the subject-matter. The amount of copy that will fit
a given number of pages is easily ascertained. The
length of the proposed type-line (the width of the printed
page) and the depth of the page (the number of lines
on the page) and the size of the type to be used will
first be ascertained. Your printer will advise you on
these points. The average number of words in a type
line of the ascertained length multiplied by the number
of lines to the page will give the average number of
words to the page. The number of words contained in
any portion of the copy can be approximately estimated
by the same method, and the latter can then be cut
down or added to, so as to make up the number of words
needed to fit the space allotted.
It is outside the province of this book to discuss
typographical arrangement and display, but the import-
ance of frequently breaking up the reading matter with
subheads must not be lost sight of. It is not out of
place to urge the advantage of studying as large a col-
lection of pamphlets and circulars as can be obtained,
COMMERCIAL LITERATURE 143
so as to get an ' ' eye-education ' ' in the details of mechan-
ical treatment.
The circular must either accomplish the same thing
that the advertisement is planned to do, that is, elicit
orders from those whom it is planned to reach; or it
must be so framed as to create a widespread demand
which is expected to be satisfied by local dealers accessible
to the readers, which is what is termed "publicity";
or it may be used as the "opening gun" in a follow-up
series which is planned to be completed by a set of
letters ; or it may be in the nature of a catalogue, in the
sense of being compiled with the idea that it will be
kept on hand and be distributed to individual inquir-
ers, as demanded. A circular with detailed descriptive
matter, with illustrations of the product, and giving
prices and other details, is often highly useful in reply-
ing to letters of inquiry. If it is compiled with this
end in view, it serves to relieve the letter of reply from
the burden of full description and to leave it more free
for sales talk. A circular designed to go hand in hand
with sales letters can thus be made to carry the descrip-
tion which would otherwise have to be incorporated in
the letter. Thus each can add to the effectiveness of
the other, if properly planned.
In short, the selling scheme, the sales talk, the tone
of the appeal, of the circular are all controlled by the
general advertising principles discussed in the present
work. The subject of the "close" of the circular calls
for some comment.
If the circular is to be sent out broadcast, for promis-
cuous distribution, or is to be used from time to time
for giving information in response to an inquiry, it is
little more than a specialized catalogue in character. It
cannot embody the live sales talk, nor can it be given
144 BETTER ADVERTISING
the urgent "Do it now!" close, which an advertising;
scheme should have that is prepared for distribution to
a specific list of prospects at a given time. The general
tone of such a circular is more that of the catalogue,
and its close can be little more than a dignified summary
of the descriptive material and the superior advantages
of the product described.
The circular that is designed for a specific campaign,
on the other hand, is to all intents and purposes, an
advertisement, and its tone throughout is governed by
the sales talk appropriate to the product and to the
market in view. Here the close must possess the form
of the "clincher," designed to stimulate definite and
immediate action. This is discussed at the end of Chap-
ter VI, under the caption, "The Close."
The close of a circular or of a folder which forms
part of a specific sales campaign is a subject to which
considerable thought should be given. A circular which
is compiled with the idea of being mailed to a definite
list of prospects and through which it is planned to effect
sales is much the same as a sales letter. It is a sales
talk. As such, in order to be effective, it must follow
the lines of advertising and of a sales letter as well.
In other words, the climax must be reached in the close,
and in at must be the last urgent suggestion to action
— to order, to buy.
The salesman, as he reaches the culmination of his
sales talk, places the order blank before the prospect
with the urgent : * ' Sign here, NOW ! ' ' The same thing
can be accomplished in the kind of circular named above,
by means of a coupon to be torn from the last page, or
by a post card enclosed in the circular, and by making
in the circular itself the final suggestion that the reader
"Act today!" How he is to act must be plainly stated,
COMMERCIAL LITERATURE 145
action must be made easy: "Simply sign the enclosed
card and mail it. "We will do the rest!" The " climax' '
— the "clincher," coming on top of the description and
persuasion that have gone before, should be so strong,
so impelling to action, that the reader is induced to
yield to the temptation to sign as asked.
Finally, as was said at the opening of this chapter,
the selling plan must impress itself on the printed mate-
rial, so that it be made as logically persuasive, impelling,
and decisive, as is a convincing sales talk. It must
be borne in mind that the printed page is intended to
be more permanent in its nature than is the letter or
the transient advertisement. Hence no pains or ingen-
uity should be spared to insure for commercial literature
such as booklets, circulars, etc., as much of a continuing
interest as is possible, in the effort to insure its preserva-
tion and its repeated reading. This result can be con-
tributed to by " cut-outs ' ' and by art work that attracts
the eye and tends to make the owner reluctant to throw
it away. Human interest of some sort — and the printer
can suggest a multiplicity of devices in this direction —
will contribute materially to more or less permanence.
The printer can likewise be appealed to for a specimen
sheet of his type assortment, and from this can be selected
the sizes of type desired for the text and for the display
lines, such as subheads, titles, captions, etc. This, how-
ever, is a proceeding for which few are qualified without
special assistance or previous training.
2. THE "STUFFER" OR SMALL FOLDER
The one distinction worth pointing out here is that
between the small "stuffer" and the circular. The for-
mer is designed more to attract attention and less to
convey information (at least, of a detailed nature) than
146 BETTER ADVERTISING
is the circular. For this reason, it generally proves to
be more of a publicity agent than anything else. This
characterization applies, of course, to the usual small
single sheet of envelope size, or folded once or twice
so as to fit the envelope, which is designed to be inserted
with letters, monthly statements, etc., or to the "f older/'
usually of two or three pages. The circular, whether
small or large, which consists of enough pages to carry
a full description of the product, is discussed separately
above.
The "staffer," then, while usually consisting largely
of one or more illustrations, with but few lines of read-
ing matter, offers, for that very reason, a difficult prob-
lem in respect to language and tone. If, as is common,
the illustration monopolizes the greater part of the space
available, it will tax the ingenuity and imagination to
make the few lines of reading matter for which there
is space serve to attract attention, awaken interest, and
create desire. Because of the limitations, there is but
narrow opportunity for effort directed to converting
desire into action; and, because of these limitations,
once more, the utmost skill in choosing the language to
be employed is necessary. Failing this, a good deal of
this class of advertising matter achieves little more than
publicity for the article displayed, and hence often falls
short of the actual possibilities.
A device in the nature of a " follow-up " of an adver-
tisement, that often proves remarkably effective, is to
mail a post-card to a carefully compiled list of prospects
worded after this fashion:
Page 54 of this week's Saturday Evening
Post contains an item of interest to you, which
you will find over our signature.
Smith, Jones & Co.
COMMERCIAL LITERATURE 147
The utility of the enclosed blotter is not limited merely
to its absorbent qualities. Its message offers a useful
service to you in the production of better printing.
Keep the blotter on your desk until its blotting use-
fulness is spent, but keep its message in your mind
when surveying your printing needs; then use the
accompanying post card.
Fig. 39. — A "stuffer" that was sent out attached to a blotter; on
the latter was printed the name and business of the firm of printers
sending it out. This is a sample of commercial advertising that is
designed to attract attention.
148 BETTER ADVERTISING
The psychological effect of receiving such a brief notice
is to stimulate curiosity — interest — which ordinarily
insures the reading of the advertisement, even if to
procure a copy of the publication entails considerable
effort. After that, results depend upon the advertise-
ment, of course. This method is of practical value
with almost any class of trade, and with almost any
class of goods advertised. Its effectiveness, so far as
practical results are concerned, depends, naturally, on
the care and judgment with which the list of names is
compiled to which the post card is to be addressed.
Lists of persons in every walk of life, reported to bo
prospective purchasers of specific lines of goods or of
specific articles, are always obtainable from concerns
which compile them for sale for just such purposes.
A good illustration of what may be achieved in small
space is furnished by Fig. 40. Note how the language
of the display line harmonizes with the illustration which
fills the greater part of the space. Together, the illus-
tration and the display line tell the story, and tell it so
effectively that the victims of oppressive heat, longing
for fresh breezes, can actually visualize the relief that
is offered them. Thus they are led unconsciously but
forcefully to desire the device that will bring that relief
— an electric fan. Implication and imagination go hand
in hand in accomplishing the object of the advertiser.
And this is all achieved with a half-dozen lines of type,
This illustration is well worth study, as showing how
effectively ideas conveyed by illustration, assisted by
concise language, can be utilized to achieve almost as
much as a detailed advertisement. It is an example of
the psychological use of "imagery" as a means of per-
suasion and of creating desire.
COMMERCIAL LITERATURE
149
- —
Where the Cool Breezes Come From"
When it's one of those hot days, yes and sultry,
you'll be grateful for the cool breezes that come from
Western Electric
FANS
Cool breezes to work in, to play in, to sleep in, —
that's what this fan blows to you. Prepare now to
make the hot days cool days.
Fig. 40. — This is folded twice to fit the envelope. Note the
brevity of the reading- matter, and the reliance placed on the "sug-
gestion" of the illustration. The reading matter does little more
than "carry" the illustration.
INDEX
Action.
(See Buying Action.)
Advertising, analysis of market in 35
analysis of problems in 70, 71
analysis of subject 13, 35, 106
appeal, the, in 10, 34, 40
appropriate language in 51, 54
argumentative copy in , 25
body of advertisement 124-26
charts for preliminary analysis of 70, 71
circulars, use of, in 24
clearness in 57
close of advertisement 126-32
comic, effect of, discussed ". 25
conciseness in 57
coupon, uses of, in ... ' 129, 131, 134
criticism of copy in 134-35
criticism of competitors in 60, 92
department stores . . 32, 105
description in 106
"direct" 15, 34
elementary principles in 27, 28
familiarity of tone in . 51, 52
folders, uses of, in 140, 145-49
framed so as to attract most of possible buyers. . . . 51
generalities in . 59
"good will" 15
headlines of advertisement 116-24
human element in 13,64
"human interest" copy 87
"institutional" 15, 16, 79, 85
illustrations in 17
is "sales talk" 12, 14, 40
not a mere announcement. 13, 66
"one thing at a time" in 83
personality in 12, 54, 56, 62
persuasion in 101
151
152 INDEX
"point of contact," the 39, 44
propaganda : . 24
proper tone to adopt in 34, 41, 47
proportion in 59
psychology in relation to 11,34
"publicity" 15, 16, 79, 85
qualities needed in 14
"reason why" copy 87, 88
salesmanship in 10, 38
self-interest to be appealed to in 60, 64
simplicity in 58
slang in 51
stating conclusions in 60
"style" in 51, 54, 56, 60
suggestion in 97
superlatives in 59
untruths in 38, 60
what constitutes good 10
what copy must achieve 26
word pictures in 12
writing copy for 35, 44
(See also Appeal in Advertising; "Direct" Adver-
tising; "Good will" Advertising; Headline; "Insti-
tutional" Advertising; Psychology; "Publicity" Ad-
vertising; Salesmanship; Sequence.)
Analytical style 56, 69, 104
of copy 79
Appeal, the, in advertising 10, 40
emotions to be considered in framing the 44
in "direct" advertising 34, 40
influence on, of psychology 10
to be addressed to ruling emotion of a class 41
Argumentative style 25, 56, 69, 78, 79
Association, influence on, by pictures 17
law of 22
slogans and their connection with 31
trademarks and their connection with 31
Attention to be arrested by advertisement 28
Body of advertisement 124-26
blending of selling motive with sales appeal in 125
Buying action 9
(See also Buying Motives)
Buying motives discussed 41
how selected as object of appeal 68-69
INDEX 153
listed 42-43
which to appeal to 49
Caution, as a buying motive 42
examples of appeal to 48, 50, 58
Charts for preliminary analysis of advertising problems 70, 71
Circulars, close of 144
limitations and uses of 84
mechanical arrangement of 142
various uses of 137, 144
Clearness in copy 57
Close of advertisement 126-32
psychology of 130
what it must achieve 127
Comic advertisement, the, discussed 25, 28
example of appeal to 27
risk involved in 28
Competition, as a buying motive 43
example of appeal to 50
Conciseness in copy 57
Conversational style 56
Copy-writing.
( See Advertising)
Coupon, uses of, in advertising 129,131,139
Cream of Wheat advertisements discussed 19, 29
mental processes evoked by, illustrated 22
Decision, by prospect 9, 105, 111
Demand, how to be stimulated 40
Description, value and use of 106
Descriptive style 56, 69
of copy 79, 98-99
Desire, created or stimulated 9
fundamentals for awakening 40
must be created Ill
Desire for gain, as a buying motive 42
example of appeal to 45,46
"Direct" advertising 15
appeal in 34
object of 19, 34
what it is 34
(See also Advertising)
Dutch Cleanser advertisement discussed 97
Elements of advertisement 109-35
154 INDEX
Emotions, appeal to the 41, 44
listed 42, 43
Examples: of analytical copy 104
of appeal to Caution 48, 50, 58
of appeal to Competition 50, 98-99, 117
of appeal to Forethought 81
of appeal to Moral and Esthetic Instincts 104
of appeal to Self-gratification
63, 65, 75, 91, 93, 94, 98-99, 100, 129
of appeal to Self-interest 81
of appeal to Utility 74, 75, 93, 104
of argumentative copy 25, 78
of "clincher" close 129, 131
of combined appeal to Desire for Gain and to Cau-
tion 45, 131
of combined appeal to Moral and Esthetic Instincts,
to Caution, and to Desire for -Gain 46
of comic advertisement 27
of conversational and narrative form of copy. .53, 55, 91
of familiarity and of slangy tone 53
of folders 141, 149
of "good will" copy 18, 85
of use of head lines 50, 78, 112, 113, 115, 117, 119, 120, 121, 123
of "human interest" tone in copy
63, 85, 93, 94, 96, 98-99, 102, 131
of impelling copy 94
of inappropriate illustration and introduction 121
of "institutional" copy 21, 46
of interrogative copy 96
of narrative copy : . 91
of persuasive copy 63, 102
of propaganda copy 21
of "publicity" copy 24, 85
of "reason why" copy 58, 89, 93, 110
of sequence 112, 113, 115, 119
of stuffer 146
of suggestion and description 74-75, 96
of suggestive copy 81, 96, 129, 149
of use of coupon in advertisement 129, 131
of use of subheads 117
Folders discussed 140, 145, 49
example of 140, 141, 145
(See also Advertising; Circulars)
Gold Dust Twins advertisements discussed 25, 97
INDEX 155
"Good will" advertising , . . 15, 16, 79, 85,
buying motives appealed to in 33
defined , 16
difference between "direct" and 32
illustrations of 17
meaning of, in charts 32
object of 19, 20, 25, 28
"one idea at a time" in 29, 121
psychological appeal in 28
use of association and memory in 19, 22
(See also Advertising; "Institutional" Advertis-
ing; "Publicity" Advertising.)
Headline, appropriateness of 118
examples of. .... .50, 78, 112, 113, 115, 117, 119, 120, 121, 123
purpose of Ill, 116, 133
use of 24
varieties of forms of 118
"Human interest" copy 63, 85, 87, 93, 94, 95, 96, 102
defined . . 107
elements of 95
Illustrations, "associational" influence of 17
examples of use of 24, 27, 61, 121, 149
how used as a substitute for language 24
must be pertinent 26, 121
part played by, in "publicity" advertising 17
pertinency of 26, 121
trademarks as 31
use of, for suggestion 24, 100
Imagery.
(See Pictures; Illustrations.)
Imagination, stimulated by use of pictures 12
Impelling style 56, 69
of copy 79, 94
"Institutional" advertising 15, 16, 79, 85
buying motives appealed to in 33
defined 16
difference between "direct" and 32
object of 19, 20, 25, 28
"one idea at a time" in 29
psychological appeal in 28
use of association and memory in 19, 22
(See also Advertising; "Good Will" Advertising;
"Publicity" Advertising.)
156 INDEX
Interest, awakening of. 9, 28
Interrogative style 56, 96
(See also Examples)
Market, necessity of analysis of the 35, 38, 39, 41, 47, 68, 90
Moral and esthetic instincts, as a buying motive 43
(See also Examples)
Name of advertiser, connection between, and product. . 26
Narrative style 55,56,91
(See also Examples)
Old Dutch Cleanser advertisements discussed 25
Pears' Soap advertisement discussed 26
Personality necessary in advertising 12
Persuasion 101-106
Persuasive style 56), 61, 63, 69
copy showing 61, 79, 98, 99
(See also Examples)
Pictures, effect of imagery in use of 12
word pictures 12
(See also Illustrations)
Propaganda advertising 24
object of 24
(See also Advertising)
Product, analysis of 35, 68, 90
connection between, and name of advertiser 26
Proportion in copy 59
Psychology, application of, to writing copy 34, 39
imagery, uses of 12
nature of appeal indicated by 10, 40, 148
teachings of, in relation to use of pictures 12
what it teaches, in relation to advertising 10, 22
(See also Advertising; Salesmanship)
"Publicity" advertising 15, 16, 79, 85
buying motives appealed to in 33
defined 16
difference between "direct" and 32
illustrations in 17
meaning of, in charts 32
object of 19, 20, 25, 28
"one idea at a time" in 29
INDEX 157
psychological appeal in 28
use of association and memory in 19, 22
(See also Advertising; "Good Will" Advertising;
"Institutional" Advertising.)
Publicity style 56, 69
(See also Examples)
"Punch" in advertising 11
"Reason why" copy 58, 69, 79, 87, 88, 89, 93, 110
defined 107
object of. 90
Royal Baking Powder advertisement discussed 19, 20
Sales appeal 125
Salesmanship, psychology of 11
what is involved in 11
(See also Advertising; Psychology)
Sales resistance 49
Self-gratification as a buying motive 42
illustration of appeal to 61, 63, 65, 74, 75, 91, 100
Self-interest as the dominant passion 60
examples of appeal to 81
Sequence of ideas, law of Ill
Sequence of material in advertisement 109-116, 134
examples of 112, 113, 115, 119
Simplicity of style 58
Slang in advertising, condemned 51
Slogan, the 29
"associational" influence of 31
examples of 30
must be pertinent 30
"Spotless Town" jingles discussed 26
Stuffers 145
"Style" in advertising copy.
(See Advertising)
Suggestion 96, 97, 100
Suggestive style 56, 61, 69, 74, 75
of copy 61, 79, 96, 100
Trademarks, value of 30
Utility, as a buying motive 42
example of appeal to 61, 74-75
"Velvet Joe" advertisements discussed . : 97
Zu-zu advertisements discussed 25
y
WBBm
HnBHi mm
LIBRARY
CONGRESS
HSH.
0 021 048 286 6
mm
WmfiMflWm
nra
■
B0N
niiiiii
mm
Wan
llli$l»»fli HSU |3ffl
' ' ' • ■
B&IhBI
■••■'■■.■'.•■:■■.•■ H
• '•'■' v' .■■■■'■■ • HH
!W y.v ,, I ■ H (^vUKi> f,- H ,.'- , i ■ ■ >; I , I . H ■ H
i inii M
WmWmmlm mm %*Wlm$ti
mam ^nnHHH B^raBfl
WBmwHMmmmV
Live Music
Archive
Librivox
Free Audio
Metropolitan Museum
Cleveland
Museum of Art
Internet
Arcade
Console Living Room
Open Library
American
Libraries
TV News
Understanding
9/11